[医药/器械行业] 耗材的区分

simonx 发布于2012-7-15 22:26 9393 次浏览 7 位用户参与讨论   [复制分享主题]
<P><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">     按用途分,医用耗材分为全科耗材和专科耗材,按价格分,又可以分为高值耗材和低值耗材,这些区分都不是绝对的,根据各地</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">的使用习惯和各地的经济水平而定。但大致有这么一个区分,这样就会分为高值全科耗材,低值全科耗材,高值专科耗材,低值专科耗材四类。我们现在就具体分析每一类</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">的操作要点。</SPAN></P><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"></SPAN> <P><BR style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">     在进院环节,高值全科耗材不但要有</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">主任关系,还要有器械科,分管院长,大院长的关系,而且关系都要非常过硬,那个环节不硬都可能功亏一篑。大家想想,一个产品如果销售额很大,空间也很大,有多少人会打破头往里进?低值全科耗材主要是</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">主任关系和器械科关系,有时候要找分管院长,但因为是全科的,所以找的人要全面,而且低值全科耗材技术含量相对不高,竞争会比较激烈,医院同类品种会比较多。高值专科耗材主要是</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">权威主任的关系就可以了,他只要足够权威,要的东西医院不可能不进,但要让他帮你使劲,也少不了投入。低值专科耗材只要搞定专科主任写个申请,器械科关系不错就可以了,因为大家都不会特别关注,优势是竞争少,细水长流。</SPAN></P><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"></SPAN> <P><BR style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">    在</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>临床</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">环节,高值全科耗材需要大投入,各科上上下下必须都到位,就像做高价</SPAN><SPAN style="BORDER-BOTTOM: rgb(109,109,109) 1px dotted; WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); CURSOR: pointer; WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px" class=KeywordDictSpan_Link>抗生素</SPAN><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">一样,大家都懂的,适合医院关系很硬和药品做的很成功的朋友。低值全科耗材往往做的是各科室主治大夫和护理工作(尤其是某些全科用护理耗材),这些客户在药品和高值耗材上没有分配权,但低值全科耗材正是他们关注的地方,适合以前药品也做全科的朋友。高值专科耗材需要搞定相关科室主任和组长就可以了,但缺点是一旦做的出眼了,就会有人盯上,使用人就那么几个,你关系好,可能他关系更好,容易出现恶性竞争甚至被替换掉,这样的事层出不穷!适合以前做高价专科药品的朋友。低值专科耗材主要做相关科室主治大夫和护理工作(尤其是某些专科用护理耗材),这点和低值全科耗材类似,因为竞争比较小,前期工作只要到位,会保持一个比较稳定的收入,适合药品才转型的朋友们。</SPAN></P> <P><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"></SPAN><BR style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px"><SPAN style="WIDOWS: 2; TEXT-TRANSFORM: none; BACKGROUND-COLOR: rgb(242,245,249); TEXT-INDENT: 0px; LETTER-SPACING: normal; DISPLAY: inline !important; FONT: 15px 宋体, 'Microsoft Sans Serif', Tahoma, Arial, Verdana, sans-serif; WHITE-SPACE: normal; ORPHANS: 2; COLOR: rgb(0,0,0); WORD-SPACING: 0px; -webkit-text-size-adjust: auto; -webkit-text-stroke-width: 0px">     一家之言,请大家指正。 </SPAN></P>

已有(7)人评论

Mandy-Jiang 发表于 2012-7-16 09:36:12
谢谢分享~
:loveliness:

mia.tang 发表于 2012-7-16 10:25:38
谢谢分享

港湾 发表于 2012-7-16 13:57:56
:lol不错,学习了

猎头痞子 发表于 2012-10-5 11:34:56
耗材都有哪些?

yax1999 发表于 2012-10-12 09:07:11
谢谢分享

Suesuesue 发表于 2013-10-29 15:02:54
受教,很不错!!

CeliaAEVS 发表于 2019-1-4 16:15:49
猎头痞子 发表于 2012-10-5 11:34
耗材都有哪些?

比如。低值:纱布。棉签那些。高值:心脏支架、心脏起搏器那些

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