Industry News
Small and medium - sized medical equipment enterprises how to open sales channels
China's medical equipment market capacity has reached hundreds of billions of dollars, and rapid growth. In these medical equipment enterprises, small and medium-sized medical device companies account for the majority, then these small and medium-sized medical device companies need to survive in the marketing efforts, then, small and medium-sized medical equipment business how to do marketing work It
At present, China has a large number of medical equipment enterprises, of which only the production enterprises have more than 15,000, which many of the medical equipment production and the number of more marketing companies to support China's medical equipment industry, China's medical equipment market capacity Has reached hundreds of billions of dollars, and the growth rate quickly. In these medical equipment enterprises, small and medium-sized medical device companies account for the majority, then these small and medium-sized medical device companies need to survive in the marketing efforts, then, small and medium-sized medical equipment business how to do marketing work It
Now the general distribution model are enterprises to build distribution network, and support the network is mainly dealers, at present, medical equipment industry has hundreds of thousands of dealers, then, only to find a good dealer to be able to open the market. So how to define the dealer?
Dealers are independent of the enterprise outside the legal person, is an important part of the production enterprise marketing, it is connected to the production enterprises and medical institutions;
Reported customers, such personnel only to do a specific hospital customers, and manufacturers generally do not contact and report customers, that is, the newspaper customers than the level of the dealer to be low.
In the distribution, the general manufacturers and distributors to establish a mutually beneficial win-win relationship, manufacturers only to establish a dealer network, the product will be able to open the market, then, small and medium-sized medical equipment enterprises how to establish a distribution network The
First, lay the foundation, that is, before the development of the market first to find a good dealer, for example, the first development of several hospitals, preferably large hospitals, so the company's products will be a geographical recognition, so as to attract distribution By.
Second, the collection of customer information, manufacturers can be large-scale activities to collect customer information, for example, medical equipment exhibition is the most ideal channel to collect customer information, many medical equipment manufacturers are through the show to find the right dealer of.
Third, the screening of customers, small and medium-sized medical equipment in the selection of dealers do not require large, to choose the right, large dealers may not be suitable for small and medium enterprises, large distribution companies generally disdain and small and medium enterprises to deal with, so not Will be on the small and medium enterprises to promote the product. Through these steps, so that small and medium enterprises will be able to establish distribution channels, open the market.
Fourth, to open up overseas markets, the state for small and medium enterprises have a lot of foreign trade and export incentives and subsidies, especially for the way along the developing countries and Latin America or Africa, some slightly behind the country has a very high subsidy policy, and China's small and medium enterprises Production of products in the local very competitive, small and medium enterprises as a change of ideas, open up overseas markets in less developed countries.
