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<p><img class="rich_media_thumb" data-ratio="0.5555555555555556" data-s="300,640" src="http://mmbiz.qpic.cn/mmbiz_jpg/2R6vHe0tpKvDu3tGmZvia0K24ice5OmgTRsYO7ZUpV4yLVjxGqros2QdVUWk9Z10cnLOA49ozH7kSBEpSMnEVlnA/640?wx_fmt=jpeg" data-type="jpeg" data-w="396" style="display: block; width: 670px; visibility: visible !important;"></p><p style="max-width: 100%; min-height: 1em; text-align: center; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;">医药云端工作室：挖掘趋势中的价值</span></strong><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; text-align: center; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">文：王强</p><p style="max-width: 100%; min-height: 1em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">五年前乃至更早，就有做药的代理商就陆续转行做医疗器械，现在大多数年销售过十亿以上的医药商业公司都兼营医疗器械。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">虽然医疗器械和药品面对的终端都是医院，但笔者王强认为医疗器械依然有其独特的行业法则和特点，导致刚转型做医疗器械的医药代理商总感觉有劲使不出，业绩自然也就一般般。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">所以做药品的必须了解医疗器械行业的游戏规则和法规，医疗器械可分为以下五大类：</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;">一类，二类，三类医疗器械</span></strong></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">2014年是医疗器械行业的法规年，国家对医疗器械行业进行重大调整，总的原则是鼓励创新，放开一类医疗器械，严管三类医疗器械，对整个行业实施严格的监管，加大处罚力度，引入“黑名单”制度。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">对医疗器械生产企业，一类医疗器械只需备案，而二类和三类医疗器械必须拿到产品注册证才能销售，由以前免费办产品注册证改为收费制，二类医疗器械由各地拟定收费标准，而国产三类医疗器械注册收费在十五万，进口医疗器械注册收费在三十万，同时设置创新医疗器械注册的绿色通道并免费办理。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">对医疗器械经营公司，一类医疗器械无需办理手续只要有营业执照即可经营，二类医疗器械需要在当地食品药品监督管理局办理备案手续，三类医疗器械必须拿到产品经营许可证才能开展业务。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">常规类医疗器械类和创新类医疗器械</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">在中国医疗器械行业90%以上的上市公司，年销售过亿的企业都是做常规类医疗器械。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">笔者王强认为创新类医疗器械虽然是高利润，低竞争的蓝海市场，但面临的风险大，问题多。在市场销售过程中往往面临要去办物价，办医保，招标要新增目录。前期要投入大量人力，物力和财力去做学术推广等工作，同时面临产品的临床技术有待完善所造成的风险。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> </strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">医用耗材和医疗设备 </strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">做药和医用耗材销售就像是“打井”，只要打了一口井，每天都有水喝。而做医疗设备不一样，做医疗设备是“三年不开张，开张吃三年”，医疗设备的中标价越高，其成单流程就越长，越复杂，涉及的环节，涉及的人就越多。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">做医疗设备就是“一个打一枪换一个地方”的过程，始终处于市场开发的过程，销量总是在归零，因为医院引进一台医疗设备，一般要用八年左右。产品品种单一的医疗设备生产企业和代理商很难做大做强。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">没有持续的新订单，做医疗设备的人就会饿死，渴死。所以目前70%以上的上市公司，年销售过亿的医疗器械企业都是做医用耗材的。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> </strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">医疗设备可分为大型和中小型医疗设备</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">医疗设备的中标价不同会导致成单流程不同，难易程度不同，成单周期不同，动用资源不同，项目的决策人不同。中标价在五万或一万以下的小设备通常只需要做科室主任，设备科科长或副院长的工作。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">而CT，MRI，医用直线加速器等上千万的大型医疗设备往往需要做上层关系才能成单，医院院长还拍不了板。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">医用耗材可分为高值耗材和普通耗材，检验试剂 </strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">三分之二的高值耗材（心脏介入类、外周血管介入类、神经内科介入类、电生理类、心外科类、骨科材料及器械类、人工器官、消化材料类、眼科材料类、人工晶体、神经外科类如硬脑膜、钛网等、胃肠外科类如吻合器等）已被美敦力、圣犹达、巴德、强生等国际知名医疗器械企业采取高举高打的策略所占据。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">而注射器，真空采血管，一次性麻醉包等普通耗材被国产医疗器械企业如山东威高，驼人集团等企业所占据。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">目前国际乃至中国体外诊断市场行业集中度相对较高。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">罗氏、希森美康、西门子、雅培、强生、贝克曼、BD等知名进口品牌占据体外诊断市场近60%的市场份额，垄断优势明显。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">而我国体外诊断试剂生产企业约300～400 家，但年销售收入过亿元的企业仅约20 家，企业普遍规模小、品种少。目前国内做得比较好的企业有迈瑞医疗、上海科华，美康生物，迈克生物，万孚生物，达安基因、利德曼、中生北控、复星长征等。国内体外诊断行业的集中度达到了80%，与国外市场的集中度大体相等。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">药品医药代表主要把精力放在医生身上，而有些医用耗材要做护士长的工作，骨科耗材要跟台，有些医用耗材特别是体外诊断试剂是采取封闭式销售，这些都和药品销售有明显的区别。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"> </span></strong></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;">诊断类和治疗类医疗器械 </span></strong></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"> </span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">在中国医疗器械行业80%以上的上市公司，年销售过亿的企业都是做诊断类产品如深圳迈瑞，上海科华，上海联影等，因为诊断类产品使用率高，能为医院创造更好的经济效益。而治疗类产品相对而言临床要求更高，使用率低，特别是用治疗类设备和产品一旦出现医疗事故，医院往往会停用，所以治疗类产品很难做大。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">结论：做诊断类产品，做医用耗材，做常规类医疗器械比较容易做大做强，而做治疗类产品，做医疗设备，做创新类医疗器械年销售很难突破一个亿。</strong></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> </strong></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">医院主要科室的年收入和成本收益率大盘点</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">医院的科室可分为医技科室和临床科室，医院科室年收入排名前十位依次为：内科，外科，放射科，中医科，检验科，手术室，急诊医学科，肿瘤科，妇产科，麻醉科。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">医院科室成本收益率排名前十位依次为：检验科成本收益率为89%，放射科成本收益率为80%，血透，内镜中心和病理科均为43%，手术室成本收益率为21%，放疗科成本收益率为20%，麻醉科成本收益率为6%，肿瘤科成本收益率为3%，内科成本收益率为 -2%</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">从整个医院总收入来看，虽然医技科室总收入只占24%，但医技科室的成本收益率（成本收益率表明单位成本获得的利润，反映成本与利润的关系，一般成本收益率越高，企业的运营效率越高）远超临床科室。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">临床科室除放疗科和肿瘤科外，其他科室均为负数，说明临床科室的赢利能力较差，而医技科室赢利能力很强，特别是检验科和放射科。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">笔者王强认为造成这一局面的主要原因是卫生委设立了“药占比”指标来考核医院，面对营业收入和利润的流失，不得不采取多给病人做“检查”来弥补。频繁、大量的过度检查一步步拉高医技科室的成本收益率。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">了解游戏规则，调整心态</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">从药品转行做医疗器械的企业和代理商还是用做药的思维和方法，去做医疗器械是有问题的，你要想短时间把销量做起来是不太现实。一是医药行业市场容量为一万六千六百亿，而医疗器械市场容量为三千亿，不足医药的1/5。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">二是医疗器械种类繁多，有47个大类，上万个品种，每个品类的市场容量有限，要想打破销量增长的天花板，只有通过兼并收购来实现，中国医疗器械行业是如此，全球医疗器械行业也是如此。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">三是市场竞争激烈，如B超，DR，真空采血管，注射器等常规类医疗器械产品注册证有一百多张，一百多个生产厂家都在整合代理商的资源拼价格，拼关系。残酷的市场竞争使厂家和代理商的利润像刀片一样薄，特别是DR，DR目前有一百多个生产厂家，其中70%以上是亏损经营。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">四是做医用耗材的进院流程要比做药要长，药品经过招标，中标后，可勾标十几个乃至更多的医院。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">而医用耗材不一样，高值耗材要进入省标，普通耗材和检验试剂要进入市标，但有些地区三，五年都不招标，你连进入的门槛都没有。即使你中了省标或市标，更重要的是每个医院要逐个做“医院标”，做“医院标”一般要讲究进院时机，比如更换院长和科室主任，或现有供应商的合同到期。而医疗设备是一家一家的去做医院标。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">五是江西对医疗设备实施限价，国务院在《十三五医药体制改革》中提出，对高值医用耗材，检验检测试剂，大型医疗设备进行集中采购，其中安徽省药采中心在2016年5月底，已经一共完成了15批次大型医用设备统一招标工作, 采购总金额达3.66亿元,平均降价30%以上。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">六是医用耗材和药品一样，同样要面对招标持续压低价格，二票制，营改增，集中配送的遴选等问题，国家对医用耗材市场进行监管和治理以后，才会涉及到医疗设备。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">研读政策，赚大钱要顺势而为</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">在新形势下，从药品转行做医疗器械的代理商有几大选择：</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">平台经济：</strong>要么自建医药和医用耗材的物流平台，要么向国药，上药，九州通等大型医药商业公司靠拢，要么转行成为医疗器械生产厂家。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">渠道转型：</strong>向OTC，民营医院，计生系统，疾控系统，中心血站，民政系统，残联系统等渠道转型，因为以上渠道不受二票制等因素的影响。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">做医疗项目：</strong>在国家促进社会办医和分级诊疗两大趋势下，2016年国家卫计委先后发文：明确提出医学影像诊断中心，医学检验实验室，血液透析中心，病理诊断中心，安宁疗护中心属于单独设置的医疗机构，为独立法人单位，由当地卫生计生部门设置审批，并明确鼓励社会资本举办，其中浙江桐庐的区域检验中心已率先落地。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><br style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;" /></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">近几年区域肿瘤治疗中心，康复中心，区域影像诊断中心，区域检验中心，血透中心等项目遍地开花，做康复养老项目也是不错的选择。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">整合资源：</strong>优先做药品的同一科室的医疗设备，做医用耗材要慎重，2018年药品全面执行“二票制”，预计2020年以后医用耗材会全面推行“二票制”（2017年陕西的高值耗材和黑龙江的体外诊断试剂已在执行“二票制”），而2025年左右医疗设备才会执行“一票制”。</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;"> </strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><span style="max-width: 100%; color: rgb(0, 128, 255); box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">转型成为CSO组织并做到合规。</strong></span></p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;">医药和医疗器械行业的政策性风险远大于市场竞争带来的危机，物竞天择，适者生存，优胜劣汰！！！</p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"> </p><p style="max-width: 100%; min-height: 1em; line-height: 1.75em; box-sizing: border-box !important; word-wrap: break-word !important;"><strong style="max-width: 100%; box-sizing: border-box !important; word-wrap: break-word !important;">作者王强简介：</strong>二十多年医药和医疗器械营销管理经验，IPTA国际职业训练协会认证培训师，北京大学特约讲师。在《医药经济报》《医谷》《中国医药联盟》等媒体发表四十多篇文章。以“实战，精彩，受益“的讲课风格给几十家国内外知名医疗器械公司做企业内训。微信号：whwangqiang1</p><section class="pEditor " style="line-height: 25.6px; white-space: normal;"><section data-css="background-color: rgb(239, 239, 239);border-radius: 5px;border: 1px solid rgb(153, 153, 152);margin: 0px;padding: 5px" style="padding: 5px; border-radius: 5px; border: 1px solid rgb(131, 147, 209); text-align: center; background-color: rgb(239, 239, 239);"><section data-css="color: inherit;display: inline-block;margin: 1px" style="margin: 1px; color: inherit; display: inline-block;"><span style="padding: 2px 10px; border-color: rgb(204, 204, 204); border-radius: 2px; color: rgb(1, 1, 3); font-weight: bold; font-size: 18px; background-color: rgb(109, 205, 25);">推荐阅读</span></section><section data-css="color: inherit;margin: 0px;padding: 10px" style="padding: 10px; color: inherit;"><p style="line-height: 1.75em; text-align: left;"></p><ol class=" list-paddingleft-2" style="list-style-type: lower-alpha;"><li><p style="line-height: 1.75em; text-align: left;">县级医院需要配备哪些医疗设备，你知道吗？<br /></p></li><li><p style="line-height: 1.75em; text-align: left;">2017年全球医疗器械相关展会汇总！<br /></p></li><li><p style="line-height: 1.75em; 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发表于 2020-10-21 12:34:17