OFweek Medical Technology Network February 12th, the arrival of the Chinese Lunar New Year has been less than a week, but more than 30 Siemens medical Chinese dealers this year is destined to be not so comfortable. Since January 2015, an open letter entitled “To Siemens Medical Distributors†has been circulating on the Internet. In the “Open Letterâ€, Siemens distributors pointed out that Siemens Medical China forced its agents in order to complete sales tasks. The dealer signed some false contracts and required these dealers to pay 10% of the purchase price as the equipment deposit. However, due to the large difference between the amount determined by the contract and the amount digested by the market, the above-mentioned dealers could not perform the contract as scheduled, and the previously paid The deposit was also confiscated by Siemens Medical under the contract. The "Open Letter" called on Siemens Medical's distributors to jointly negotiate with Siemens Medical for the confiscated contract deposit.
The author then contacted a number of Chinese distributors of Siemens Medical, which confirmed to the author that the above “open letter to Siemens medical distributors†does exist. Currently, about 50% of Siemens medical distributors have “joined†together to Siemens. The medical side asked for a confiscated deposit.
The author understands that Siemens Medical's main business in China is medical imaging products, including CT scanners, magnetic resonance imaging, angiography, X-ray photography, ultrasound scanners and other products.
Mr. Wu is a distributor of Siemens Medical Guangzhou. He introduced to the author that he has been in charge of Siemens medical products for about 7 or 8 years. The above-mentioned open letter mentioned “signing a false contract and paying a 10% contract deposit. "It has been there for a few years. According to Mr. Wu, for a long time, the cooperation between distributors and Siemens Medical is: At the end of each year, they will sign a one-year authorization for the agency with Siemens Medical. After that, they will sign multiple sales contracts with Siemens Medical. In these contracts, their dealers need to pay 10% of the contract payment to Siemens Medical in advance as a contract deposit, and this part of the deposit can be deducted from the payment. During the validity period of the contract, the dealer pays the remaining 90% to Siemens. After the payment, Siemens Medical delivered the equipment to the dealer.
However, this seemingly policy-oriented sales model has an abnormal situation.
Mr. Wu told the author that in the past few years, in order to complete the annual sales tasks and targets that Siemens headquarters handed over to Siemens China, Siemens Medical China has been adopting a method of forging false contracts to perform “whitewashingâ€. "For example, I signed 10 contracts with Siemens Medical every year, each with a contract of 10 million yuan, but maybe only 2 or 3 can be completed, and the other 7 can not be completed, but I need the above 10 contracts. To Siemens Medical, a 10% deposit for each contract is paid. After receiving the deposit, Siemens will default to the fact that these 10 contracts are valid, and some people will get a promotion and salary increase because of their excellent performance."
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