Summary of the work of the company's terminal department in 2019 and work ideas in 2019

First, look back to the age, a little grade can also be happy

In 2019, the Wuhan pharmaceutical retail market was in an era of “great instigation” and “great integration”: on the one hand, all kinds of capital poured into the pharmaceutical retail market, and a number of pharmacies, especially cheap pharmacies and supermarkets, were not calm in the fiercely competitive market. On the other hand, as gsp certification work is in full swing in the retail industry and the large-scale start-up chain drugstores are striving for stability, another large number of small pharmacies closed down overnight or Turn to business.

In 2019, the terminal department with the promotion of new drugs as the main task, under the guidance of the company and careful care, also experienced the storm, and finally saw the rainbow:

1. Breaking the “hard ice” of the chaotic and weak financial foundation left by the department in the early stage, and rationalizing the financial management of the department;

2. Recycling a large number of accounts receivable with safety hazards, and compressing the overall receivables of the department;

3. Overall improvement of employees' wages and benefits. Stabilize the minds of employees and enhance their marketing effectiveness;

4. The sales of new drugs returned 10.16 million yuan, which realized the profit of the department and reversed the “debt situation” of the department's loss of 300,000 yuan in XX;

5. Newly developed 45 generic drug distribution customers, adding 8.6 million new drugs to the company.

Second, the success of the performance stems from a solid foundation

The reason why the terminal department can turn losses into profit is that this achievement cannot be separated from the solid foundation laid by the terminal department on the principle of “ten ten emphasis”:

First of all, pay attention to the basic management of the department, implement the “every day of the week, monthly” triple-level management mode, daily morning meeting, daily summary; weekly meetings, weekly discussions; monthly summary, monthly liquidation, timely discovery, Analyze and solve business problems, ensuring that the department's daily work is carried out in a tight and orderly manner.

Second, pay attention to adjusting the staff structure and job arrangement of the department. Everyone has something to do, and everything is managed. The business operation process is standardized, and the “plan---execution---regulation” loop closure of the work is realized.

Third, focus on streamlining the operational variety of the department. At the beginning of March, there were more than 50 varieties of various sizes and sizes in the department. Through screening and transfer, 16 products were finally determined to be the regular supply varieties of the department. Basically, “do one, work one”, and market-oriented The variety has won the favor of customers.

Fourth, focus on improving the retail terminal customer network. The department has 330 end-user accounts, including 26 chain stores, 304 single stores, and more than 700 stores. The terminal network ownership rate is over 70%.

Fifth, pay attention to the reduction of accounts receivable, especially the receivables of cash settled products, and the high receivables as the high return.

Sixth, pay attention to the breakthrough of “upper quantity” from the “upper quality rules”, and make the product specifications as complete as possible, not just the mature varieties that are sold well to “deliver”.

Seventh, pay attention to the promotion of promotional means and marketing methods, truly do a good job in promoting and promoting new varieties, be a real salesman, and not be a simple deliveryman.

Eighth, pay attention to reduce the number of delivery and increase the delivery batch, and strive to improve the circulation and turnover speed of the products, on the one hand to ensure sufficient supply of customers, on the other hand to avoid backlog, and the security risks of payment.

Ninth, pay attention to perfecting the business assessment system in a timely manner, making the distribution system more reasonable, fair and transparent, and improving the work enthusiasm and enthusiasm of employees.

Tenth, pay attention to creating a "pragmatic, solid, honest; less empty talk, more practical" style of work, put an end to the young people's slow, impetuous, small things do not want to do, big things can not do the wrong attitude.

A long way to go, knowing the difficulty: 2019 work ideas

In 2019, from the development strategy, the terminal department continued to focus on “consolidating and maintaining the Wuhan pharmaceutical retail terminal network; promoting new varieties and distributing Guangpu drugs”. Because the Internet is a channel resource, new drugs are a source of profit, and generic drugs are a bridge of cooperation.

First, the guiding ideology

1. Both hands must be grasped, and both hands must be hard.

Two hands: one hand to grasp the promotion of new drugs, one hand to catch the general drug distribution

Two hands hard: new drug promotion: increase the amount of money back to compress and ensure that the gross profit hits the fist

General drug distribution: Expanding the principle of adhering to the principle of increasing the proportion of customers in regional development

2, dual identity, double assessment

Dual identity: both new drug extension staff and general drug delivery staff

Double assessment: two assessments of new drug indicators and general drug indicators

3, the burden is heavier, the incentive is greater

The burden is even heavier: the new drug promotion return task: 12 million yuan / year; general drug distribution return task: 24 million yuan / month. 18% year-on-year growth

More incentives: rewards and penalties, more work and more; wages are graded, bonuses rely on performance; how much is taken throughout the year, only true ability.

Second, the goal of struggle

, new drug promotion goals:

1. Realize the return of new drug sales of 15 million, ensuring a gross profit of 2.2 million, an increase of 50% over 2019;

2. Forming 2~3 best-selling, high-profit famous varieties, and using the fist products to lay down the company's iron barrels in the Wuhan pharmaceutical retail terminal market;

3. Build a “zero payable, small receivable” account system. In the first half of 2019, we will strive to realize the cash transactions between the terminal department and the company, not owing the company's purchase price, and not occupying the company's funds. At the same time, by increasing the product flow rate, try to reduce the department's receivables to customers.

, general drug delivery target:

Grasp the big and small, and establish a cooperative relationship with 26 pharmaceutical retail chain giants in the Wuhan pharmaceutical market, and gradually expand their share of generic drug purchases in our company through negotiation and agreement.

Third, the task decomposition

New drug promotion return task volume:

1, the amount of the bottom of the task: 1016 * 1.184 = 12 million / year

2. Target task volume: 1016*1.714=17.4 million yuan/year

3, task decomposition: sub-task to individual, determine the base number, year-on-year growth; "guarantee" assessment, "target" incentives. For details, please refer to the "2019 Terminal Business Personnel New Drug Monthly Task Schedule"

, the amount of general medicine delivery return tasks:

1. Target task volume: 24 million yuan / month.

2, task decomposition: partitioning people; task segmentation, vertical to customer, horizontal to regional. For details, please refer to the “Period of Monthly Tasks for Terminal Business Personnel in 2019”.

Fourth, company support

The "terminal department" is drawn from the "marketing department", and a terminal department that is level with other departments is set up separately, and the marketing assistant is in charge, changing the previous one:

There is a department in the Ministry;

The organizational relationship is not clear and the instructions are not appropriate;

There are many leaders in the department, but few are actually managed;

The company's notice is not issued, the spirit is not communicated, and the otc personnel have no sense of belonging;

A series of inefficient and unsatisfactory situations that affect work mood and work efficiency.

And new drug promotion:

1. Let the terminal department participate in the selection of products, and decentralize the sales reform of the corresponding products to the terminal department so that the department can open the hands and feet;

2. For the varieties operated by the terminal department, the company shall implement a unified price system with the terminal department when selling the customers in the Wuhan market; or it shall not sell the customers in the Wuhan market at all, and shall be uniformly supplied by the terminal department. . Don't leave the impression that the “inside and outside prices are inconsistent” or even “the total dealer's supply price is higher than the price of other distributors”.

General drug distribution:

1. Variety: Purchase some products suitable for the retail outlet pharmacy; meet the brand and product requirements of retail pharmacies. By synthesizing the catalogues of the dozens of chain pharmacies, we can find the top 500-1000 varieties in retail pharmacies and purchase them in place.

2. Price: In the case of the sales policy, the price will be lowered to the lowest peer in one step, forming an absolute price advantage.

3. Service: Improve the whole process service system such as purchase plan collection, billing quotation, distribution and transportation, and goods return, and form a standard process of “corresponding to the person to do the corresponding thing, professional person to do professional things” to improve the service quality.

4. Assessment: Each month, the company will use 0.2% of the actual amount of the return of the drug distribution in the terminal department as the subsidy for the distribution of the generic drug in the terminal department, which will be uniformly controlled by the terminal department based on the internal evaluation indicators.

V. Internal adjustment

Overall, the department has made corresponding adjustments from three major aspects:

1. The department puts more emphasis on the loop closure of “plan-execution-monitoring-assessment”;

2. Improve the logistics service work, and all the departments turn around the business;

3. Work is more challenging and rewards are more stimulating.

And new drug promotion:

1. Abolish the supervisory system, break the basic wage fixed system, and implement the salesman level system and the basic work floating system.

a. Level and basic salary:

Warning level: 700 yuan three levels: 900 yuan two: 1200 yuan level: 1500 yuan

b: Level determination conditions:

Level 1: The actual payment is over 150,000 yuan/month, or the task completion rate is 170%;

Level 2: The actual payment is over 80,000 yuan/month, or the task completion rate is 150%;

Level 3: The actual payment exceeds 15,000 yuan/month, or the task completion rate exceeds 118%;

Vigilance level: Those who do not meet any of the above three are all at the alert level; the business personnel at this level for three consecutive months are transferred from the post.

2. Subdivide the task to each specific salesperson,

3. Divide the customer to the specific salesperson and change the customer number to: "Region + Name + Number"

4. Implement “customer regional system” and “develop personal system”:

The customer has to be developed and maintained by the business personnel in the region, but which salesman to develop and maintain, according to the "first contact" principle;

5. Adjust the assessment indicators and reward and punishment rules:

b. Payment amount: return gross profit

Requirements: Supply to customers at a higher supply price under the conditions accepted by the customer

Bonus and penalty: 8% of the gross profit of the return is used as the monthly bonus; another 2% is the year-end bonus

c. accounts receivable

Requirements: Increase the "account period should not exceed 6 months, if there are more than 6 months, a fine of 5% of the amount."

6. Adjustment of expenses and details

Mobile phone fee: alert level: 0 yuan three levels: 100 yuan two: 200 yuan level: 300 yuan

Transportation fee: Apply in advance, and confirm the truthfully;

Promotional fees: based on the standard, written off with a valid invoice for the payment slip and the same amount;

Hospitality: No more than 1回 of the monthly payment amount, apply in advance;

Other business: such as opening a business, thanking, gifting, etc., applying in advance for formal invoices and receipts;

Other than that, there are no expenses items.

General drug distribution:

1. Expand the area

Radiation to the suburbs. Develop customers in the suburbs of Jiangxia, Caidian, Xinzhou, Huanghua and Dongxihu.

Wuchang, Hongshan, Qingshan, Hanyang, Jiangxia, Caidian Jiangnan

Qiaokou, Jianghan, Jiang'an, Xinzhou, Huangpi, Dongxihu Jiangbei

2, lock the customer

a. Principles of customer allocation: a, the principle of combining new drugs and generic drugs: who does the new drug, who does the generic drug, and the principle of geographical proximity

b. Customer development principles:

Do everything possible to consolidate large customers and develop potential customers

If you leave the small customer

3, clear tasks

Partitioning; task segmentation, vertical to customer, horizontal to regional.

4, detailed assessment

Principles: downside penalty, growth incentives; task accounting, by district statistics

Indicators: amount of payment, cooperation policy, accounts receivable, output input

Salesperson commission = * 0.2%

5, operating principles:

Birds in cages----consolidate existing customers and develop potential

Fish trapping nets----developing blank customers, transferring channels

6, the implementation method: push-pull combination, batch zero system eat

Push-pull combination. Push: Go out by the salesman and deliver the goods to the door; Pull: Please go to the company and pick up the goods by yourself.

Batch and zero eat. In addition to the wholesale business of the same-level wholesalers, all other wholesale units, pharmaceuticals, and retail chain pharmacies can do the general drug business.