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China Pharmaceutical Network Technology News ] In the era of capital intervention, the operation and management of chain pharmacies must be more standardized and rigorous, and the current business model dominated by gross profit margin is difficult to adapt to the rapid expansion of chain drug stores. Factors such as the increase in the number of chain pharmacies and the increase in sales performance will lead to an increasing trend in retail chain inventory, which will lead to a decline in commodity turnover. Such a vicious circle will not only affect the operation of chain enterprises, but also endanger enterprises. future development.
In this situation, the importance of commodity procurement is becoming more apparent. The author believes that in 2018, the new trend of pharmaceutical retail commodity procurement will be the integration of business and mining.
High quality and efficient camping integration There are four core technologies in pharmaceutical retail management. The first is purchasing technology, the second is information technology, the third is logistics and distribution technology, and the fourth is operational technology. The commodity procurement technology is the beginning of retail business activities, and its importance is self-evident. Procurement is the source of profit, the foundation of quality and the beginning of benefits of retail enterprises; procurement can provide continuous and effective information and services for enterprises, optimize inventory investment and loss, select and evaluate quality suppliers, maintain and develop competitive Quality suppliers, coordinate internal relationships and obtain timely and accurate relevant information; procurement can save costs, improve product quality and service at strategic and tactical levels, obtain more and better quality and service at lower cost, and organize in strategic sources. And commodity management brings a quantifiable advantage to the organization.
Really high-quality and efficient procurement must be combined with information and data analysis, operational management model analysis and other sectors to carry out scientific and rational analysis and planning, that is, to achieve integration of business and mining.
Purchasing and operation as the two main tasks of chain operation, the coordination, cooperation and unified management between the two have gradually become a key factor in the urgent need for change in chain operation activities. The fundamental purpose is to implement the idea of ​​mining and mining, and to circumvent the procurement inertia of purchasing products with high gross profit margin. In 2018, the overall trend of pharmaceutical retailers is to focus on procurement, and the procurement model based on the high and low gross profit margins of commodities is gradually moving toward the operation-oriented, and the marketing mode of “buying and integrating†is determined by the speed of sales. .
On the other hand, the current commercial mining model, which is based on the high and low gross profit margins of commodities, is prone to slower commodity turnover and lower effective utilization of commodities when there is a deviation in the operation and procurement direction. The frequent occurrence of these situations is that the procurement system lacks data analysis of the sales of inventory goods, lacks effective inventory control measures, and lacks scientific analysis and predictions for commodity climbing trends. To solve these problems fundamentally, camp integration is a good choice.
How to achieve integration of business? The integration of business and mining must first solve the organizational structure and management command system. It is necessary to set up an organization similar to the camp center in the upper part of the procurement and operation of the two key departments. The company is responsible for the unified management of the deputy general level of the company. The manager requires management experience in both the procurement system and the operation system. Can effectively understand the management thinking of the two departments. At the same time, there must be coordination of other departments, such as information analysis, data analysis, sales analysis, store management analysis and so on.
Secondly, in the management of the district and the store, it is necessary to completely change the business idea of ​​the hierarchical main push mode set by the gross profit margin of the commodity. The performance appraisal of the district and the clerk should be linked to the comprehensive factors such as product sales, gross profit contribution rate, repeated purchase rate of patients of the promotion products, especially customer satisfaction. For example, in the customer satisfaction evaluation, we can set some key indicators. To measure, for example, sales receipts can best reflect customer satisfaction, because the intimate service of the clerk to the patient is mainly reflected in whether the patient is in accordance with the company's requirements for the combination of the disease (in accordance with the disease and chronic disease program set several scientific and rational combination drugs) Standard) and medication (especially in chronic disease medications, medications are the key to determining whether a patient has a good therapeutic experience). In short, the setting of performance appraisal indicators must be set around the ultimate goal of customer satisfaction. Its realization naturally brings the brand reputation and chain building accumulation to the chain pharmacies, increasing customer stickiness, store sales. The performance and marketing levels have naturally improved.
Finally, the core work of the integration of the industry is the acquisition of the market cooperation of upstream suppliers. The marketing terminal support of upstream suppliers is the core resource of chain pharmacies. Chain pharmacies must make good use of them when doing camping work. At the same time, comprehensive evaluation should be made on the effectiveness, quality level and support of upstream resources, because the chain The platform resources of pharmacies are also limited and it is impossible to meet the needs of all suppliers. Then, how to judge? In fact, the core of the judgment is whether the upstream resources are consistent with the overall thinking of the chain pharmacy operation, and whether it is conducive to the improvement of the chain operation level and the comprehensive performance growth. For example, in 2017, in order to increase the traffic volume and customer stickiness of store customers, many chain stores proposed a store-style product experiential marketing model, which required building store product experience and scene perception, while the upstream supplier's store experience promotion activities were just right. It is the best resource for the chain. Selecting the partner manufacturers, providing customers with quality services and explanations, and enhancing the resources of experiential sales is the most urgent need of the chain. The requirement of pure gross profit margin often excludes sales teams and resources that have strong market terminal promotion capabilities.
Original title: number one pharmaceutical retail core technologies are emerging signs of this change: Ze
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