中小医药商业的出路：区域终端和基层医药市场

2017-05-11 医药史立臣中小医药商业的出路：区域终端和基层医药市

未来两票制情况下，虽然国有医药流通企业有着先天的资源优势，但在终端层级或者基层市场，国有医药流通企业还是无力拓展。

目前，我国有13000多家医药商业企业，类型众多，但排名前靠前的主要是国有药企，这说明目前国有医药流通企业已经成为医药流通的主流企业，药品流通直报企业中，国有及国有控股药品流通企业主营业务收入8644亿元，占直报企业主营业务总收入的68.5%，实现利润169亿元。但这些企业大部分缺乏终端销售能力，主要依靠自身原有计划经济体系下沉淀下来的资源进行流通、配送和批发，而大部分终端销售工作和基层市场药品流通其实主要是由中小医药商业企业再做。2015年中国医药流通企业排名第三方医药服务体系麦斯康莱（公众号maxcolla）创始人史立臣认为，未来两票制情况下，虽然国有医药流通企业有着先天的资源优势，但在终端层级或者基层市场，国有医药流通企业还是无力拓展。这主要有3个原因：1、终端销售态势的形成是一个长期积累的过程药品营销，并不是通过流通配送到终端就结束了，反而恰恰相反，药品配送到终端，才是真正药品营销的开始。我们知道，诸多药品，即使在医院销售，也需要学术人员，销售人员跟进才能上量，如果没有专业的医药代表跟进，大部分药品会被存放在医药库房，无法形成销售。尤其是一些新药，医生如果对新药不熟悉，不知道怎

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2017-06-22 zhangxingru

#商业#

62 0
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2017-05-13 cathymary

#医药#

70 0
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2017-05-13 soongzhihua

#药商#

73 0
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2017-05-12 糖糖妈妈828

已读

62 0
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2017-05-11 1e145228m78(暂无匿称)

学习了，谢谢作者分享!

111 0
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2017-05-11 明月清辉

谢谢分享，学习了

104 0
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2017-05-11 131****2916

任重而道远，加油吧

96 0
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2017-05-11 1e1b8538m79(暂无匿称)

任重而道远，加油吧

84 0

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