Drug makers how to choose brokers.docVIP

 PAGE \* MERGEFORMAT 11 Drug makers how to choose brokers Today, the pharmaceutical market surging,’s crowded. So how can companies make their products stand out quickly occupy target market? I would like to, in addition to conventional means of advertising promotions and some other things, the establishment of a smooth and complete as is the most important sales channels, while the key to achieving this goal is the ability to choose to go to high-quality intermediaries. 1. Why is looking for intermediaries The broker usually refers to drugs for pharmaceutical wholesale and retail, or agents of the professional company. Because of the special nature of medicines, pharmaceutical direct marketing (the drugs sold directly to individuals) more difficult, at present this phenomenon is still rare. Drugs through the professional terminals (pharmacies and hospitals, etc.) and then sold to consumers with a universal. Therefore, some people just put the industry’s vendor directly to the hospital or pharmacy sellers called factory outlets. In my discourse I mentioned below do not include termination of middlemen. To illustrate the need for drug makers choose brokers, see following diagram: From the figure we can clearly see, there is no middleman drug manufacturers to enter the three terminals need three channels, while manufacturers only one way to brokers, which greatly reduces the cost of Distribution. Therefore, manufacturers of drug sales in the course select the appropriate dealer. 2. Selection criteria for dealers Dealers good or bad choices will directly affect the size of the drug sales. After you have chosen a broker, in the actual operation found his performance unsatisfactory, it is difficult to get out, these brokers also tend to form a lot of bad loans, with bad debts. Even more serious, because the reasons for intermediaries will affect the drug’s normal market, this potential loss is not measured by money. Therefore, in order to take preventive meas