How do pharmaceutical companies find good agent products?

For example, pharmaceutical commercial companies vigorously expand their original "general agent" business, which is a good development trend. Therefore, finding good products and becoming a national general agent has become the top priority of all work. So how can we find long-term varieties that are highly profitable, exclusive or patent protected, and easy to win bids? The author here provides you with some reference operation methods. First of all, pharmaceutical companies that are positioned in this type of development direction can set up a dedicated product selection and negotiation group, whose members can be concurrently served by personnel from the company's internal marketing department or other departments. Its key tasks are: monitoring the "National Center for Drug Evaluation" at any time "The status of drug approval and review; regularly contact large domestic pharmaceutical R&D companies, research groups of medical colleges and universities, Chinese Academy of Sciences, Academy of Military Medical Sciences and other well-known drug research institutions for project approvals, reported varieties, transfer dynamics and ongoing research projects Intended buyers and other information. Doing this kind of work well can help the pharmaceutical general agent company to grasp the drug launch information in the next 3-5 years from the source, and also provide a lot of alternative opportunities for negotiating with the national general agent, because the agency rights of truly good varieties start from the project establishment. Negotiations or signing of agency contracts have already begun, and the product agents with registered licenses can only serve as market supplements to the previous general agent. It can be said that "the outcome of the war is actually decided before the war." Secondly, we should actively contact the headquarters of well-known multinational pharmaceutical companies and their Asia-Pacific market business departments and other institutions to actively negotiate for the general agency rights of some leading drugs of these multinational companies in China, such as "Shenzhen Jian'an Pharmaceutical" and "Pioneer" in the 1990s. Companies such as "Pharmaceutical" and "Livzon Pharmaceutical" all started and developed under this model. This model is also very common internationally, such as "Yongyu Pharmaceutical", "Jebsen Matheson", "Dachang Matheson", etc. . Third, we must actively contact and negotiate with large domestic pharmaceutical companies. In recent years, many large pharmaceutical companies have applied for approval or are in the process of applying for a variety of products. Small and medium-sized pharmaceutical companies can sign general agency rights with them in advance. Typical pharmaceutical companies of this type include: "Hengrui Pharmaceutical", "North China Pharmaceutical", "Wuhan Jianmin Pharmaceutical" and other companies. Typical representatives of this agency model include: "Shenzhen Langou Pharmaceutical", "Jiangsu Kefeiping Pharmaceutical" and other companies. If these general agent products are traditional Chinese medicine products, they are often very competitive. They are either protected traditional Chinese medicine varieties or It is an exclusive variety, which gave it an advantage in the bidding process. "Beijing Yongzheng Pharmaceutical" is the general distributor of "Wuhan Jianmin Pharmaceutical"'s "Xiaojin Capsules" and "Biantong Capsules", which are distributed nationwide through investment promotion, which belongs to this type of model. Fourth, small and medium-sized pharmaceutical companies can also actively negotiate for second-tier products from domestic joint ventures and wholly-owned multinational pharmaceutical companies. Such products are often domestic exclusive or patent-protected varieties and have unique advantages in pricing, bidding and even hospital admission. Advantages, and these products are products that these multinational pharmaceutical companies cannot take into account when building their own sales teams. Therefore, once such products obtain the general distribution rights, they are generally long-term products because these products require long-term academic promotion. , the general agent must have enough patience to survive the investment period of about 2 years, and cannot act as an agent for this type of product with a quick success mentality. Specific to the sales model of this type of product, it is almost equivalent to the practice of the manufacturer building its own team. Whether it is the establishment of a sales team or the establishment and application of an expert network, all a series of academic promotion work needs to be completed by the general agent. , a typical representative of this type of model is "Yangpu Huashi Pharmaceutical Company". For small and medium-sized pharmaceutical commercial companies, they can make up for the decline in profits caused by not obtaining post-tender distribution rights by leveraging their regional business advantages and expanding their regional pharmaceutical general agency business. To position yourself as a general agent in a certain area, you can also learn from the above methods on how to find good products. In addition to your capital, talent, and distribution strength, being able to be an agent for such good products also requires the senior management of the general agent company to build industry contacts. Work hard on the relationship. Due to the complicated interest relationships in the negotiation, if the relationship between them is unfamiliar to each other, the probability of successful agency relationship is limited after all. Such regional general agent pharmaceutical companies include "Chengdu Wanlong Yikang Pharmaceutical".