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Organizedby SSppeecciiaall MMeeeettiinngg‐‐UUppggrraaddee tthhee PPrraaccttiiccaall SSkkiillllss ooff BBuussiinneessss CChhaannnneellss ooff PPhhaarrmmaacceeuuttiiccaall EEnntteerrpprriisseess uunnddeerr TThhee NNeeww MMeeddiicciinnee SSiittuuaattiioonn 新新医医药药形形势势下下医医药药企企业业商商务务渠渠道道实实战战操操作作 JJuunnee 1188‐‐1199,, 22000099 SShhaanngghhaaii,, CChhiinnaa KeyTopicsCovered: •UpgradethePracticalSkillsofBusinessChannelsofPharmaceuticalEnterprisesundertheNewMedicineSituation•PolicyandMarketEnvironmentAnalysis•Theimpactofthecurrentmedicineregulationsandpolicyenvironmenttothesaleschannelsofmedicalproducts•Managementofmedicinedealers’distributionchannelsunderthenewmedicinepolicy•TheIndustryBackgroundofinnovationideasofmedicinedealers’channelmanagementunderthenewpolicy•ProposalofMacroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicy•ProposalofMicroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicy•Thecommercialoperationmodeofmedicinedealersandmanagementofthesub-distributors•Customerrelationshipmanagementandmaintenanceofupstreamanddownstreamclientsofdistributorsunderthenewsituation•Medicineterminalsalesmanagementandcustomerrelationshipmaintenanceunderthenewpolicy•Terminalsalescreditmanagement•MarketdevelopmentofTheThirdTerminalunderthenewmedicinesituation•Customerrelationshipmanagementoftheterminalmarket•Medicinebusinessnegotiationskillsandthedrawupthebindingterms•Q&AoftheactualproblemsencounteredduringpracticaljobUnderstandingthepharmaceuticalmarketinthehealthcaresystemisastraightforwardguidetothepricingandreimbursementmechanismsinChinamarket,inparticularrecentreformssince2007andthecurrentproposedhealthcarereformintheendof2008.ThismeetingisaimedtoaddtotheunderstandingofsomeofthemechanismsthathavebeenadoptedinChinamarkets,andtoidentifythemajortopicsofinterestandconcerntopharmaceuticalindustry,healthinsurersandgovernments.Theflawsinthesystemandlookatgovernmentattemptsandindustrypressureforreformwerealsodetailed.WhoShouldAttend?GM,Directors,HeadandManagersof:Commercial,BusinessDevelopmentMarketing,SalesPR,TrainingBBee ssuurree aanndd rreeggiisstteerr nnooww CCaallll ++8866 2288 66555522 11225555 Thursday, Friday 18th &19th June 2009 MartinLinkingBusinessConsulting•Pharmaceuticalindustrypolicyandthefuturedirection•AnalysisofdevelopmentofgreatcirculationandgreatchainUnit4:ProposalofMicroLeveloperationforthechannelmanagementofmedicineresellerunderthenewpolicyThecommercialoperationmodeofmedicinedealersandmanagementofthesub-distributors•Design,selection,integrationandrecombinantofthesub-levelofcommercialdistributionchannels•Preparationjobbeforedeterminingthesub-levelcommercialdistributionchannels•Notestochoosethesub-levelcommercialdistributionchannels•Finemanagementofdistributionchannels•Missionofthechannelmembers•Howtoresistthechallengerinthechannels•Hospitaldistributionchannelsarethemostimportantjobofdistribution•Win-winapproachisthebasisofthecooperation•Planandestablishmentofsalespromotionstrategy•Avarietyofcommercialpromotionalactivitiesofdistributionchannels•Howtomakethepricingstrategy•Thecompetitiveadvantagetoregardthechannelasthecenter•Channelconflictandmanagement:thedialecticalrelationshipbetweencultureandtogetridoffan•Howtomotivatemembersofyoursub-channels•Incentivepolicy:refundincentivepolicy;volumeincentivepolicy;year-endincentivepolicy;specialincentivepolicies•Problemhandling:priceconfusionproblem;promotionalapproachproblem;sellingbeyondagreedareasproblem;staffingissues;qualityproblem•Howtosetupastrongchannelsupportinfrastructure•Productsalespolicy:refundanddeductionrate•Howtodoagoodjobinmarketingsupport•Brandmarketingandchannelmarketing•Improvetheefficiencyofchannelandreducethecostofchannel•Salesandtechnicalsupport:adsallowances;promotions;presentation;brandsharing;productknowledge;salessupportofhospitalandshop•Paneldiscussion Unit1:Theimpactofthecurrentmedicineregulationsandpolicyenvironmenttothesaleschannelsofmedicalproducts•Severalimportantmedicalpolicies,lawsandregulationsin2008andtheimplementation•PossibleimpactofHealthCareReformpolicytothepharmaceuticalmarketing•OpportunitiesofdevelopmentforthepharmaceuticalcompaniesprovidedbyHealthCareReformandproposalformarketingoperation•Thecurrentdifficultiesfacedbypharmaceuticalmarketingandplanrecommendation•Majordevelopmenttrendsofthemedicinecirculationsystem•Pharmaceuticalmarketingmodelandfuturedevelopmenttrends•NewrequirementstomedicinebusinessmanagerunderthenewmedicinepolicyUnit2:TheIndustryBackgroundofinnovationideasofmedicinedealers’channelmanagementunderthenewpolicy•Difficultiesandproblemsfacedbythecommercialpharmaceuticalcompaniesandproposaloffuturetrends•Analysisandprospectofthecommercialmedicinemarketenvironmentin2008and2009•RiseofLarge-scalemedicinelogisticscenterinChina•Formingofmonopolyofgreatflowofregionaloligopolies•PerformanceofforeigninvestmentinthefieldofChinesecommercialmedicine•Analysisofthecurrentpharmaceutica