In recent years, clinics have become the target of doctors and investors. It is understood that the number of Chinese clinics (including outpatient departments) increased from 217,000 to 230,000 in 2017, which means that more than 13,000 new clinics were opened last year, and an average of more than 35 clinics were opened every day. Because the investment operation cost is low and the threshold for trial entry is low, the domestic clinics are developing very fast. There are only 200 new hospitals in 2017, far more than the hospitals.
In fact, the popularity of the clinic, from the expansion of the Internet medical industry in 2015 to the offline business, began to smash the original with the firefly, and was named a "new clinic."
The children in this new type of clinic have women and children deans, network red doctors, Internet medical entrepreneurs and investors. They take the new medical model as the core, embody the doctor's service value and medical humanities, to patients and The doctor is a dual center, fully integrated with new services related to medical services, providing a clinic that provides quality, convenient and effective health care services.
What is the secret of a clinic's success? There is no shortage of doctors, products, services, management, and business models. So how is each section designed? What is the investment logic? These answers were recently found at the first China Clinic Conference hosted by Lilac Garden.
Duan Tao: Business logic of clinic investment
How do investors see the clinic? Listen to the views of Duan Tao, the founder of Chuntian Medical Management.
Chuntian Medical Management is composed of famous clinical experts and hospital management experts at home and abroad. It focuses on the investment, construction, operation and management of maternity medical institutions, respects the laws of medical development, attaches importance to the development of disciplines, and pursues the development and progress of medical technology. It mainly provides standards development and overall solutions for disciplines, talents, technology, services, management and innovation, and builds a professional quality management system for women and children hospitals to promote the development of women's and children's health.
“We are committed to being the most valuable medical management group for maternity and children, serving the transformation and upgrading of China's medical health, and hoping to provide patients with the best quality and best medical experience at a reasonable price (Best quality, best experience) ,reaable price)," Duan Tao said.
Duan Tao said that the early representative clinics were oral and medical beauty. Nowadays, the women's and children's clinics with faster development, the attributes of women and children, in general, the consumption attributes are greater than the medical attributes, and the pediatric examinations pay more attention to the user experience.
At the same time, the pediatrician's human resources are better to find, the pediatrician hospital has the lowest treatment, and the clinic has lower requirements for equipment. Therefore, the pediatric clinic is developing at a faster rate when the pediatric entrepreneurial conditions are more convenient.
He believes that clinic investment must first consider the return on investment. In addition to the low initial operating cost of the investment, the breakeven point can be quickly reached in the later stage. But clinic operations are also facing an unsustainable dilemma in the business model. A better clinic's return on investment can reach 30%, generally 10%-15% in good condition. For investors, the initial investment is 50 million, and the return is only 5 million to 6 million. In this case, a clinic can achieve a balance of revenue, but for investment institutions, this business model cannot be promoted.
Chained clinic investment is inseparable from management radius. The management radius of remote chain is too large. Investors must have superior management ability, very good coordination ability and management team and centralized management. In order to realize the chain development of clinics, it is necessary to reduce costs and improve efficiency through a replication management model.
Therefore, the most lacking of Chinese clinics is professional managers. He needs to have internal management policies and regulations, administrative examination and approval, and external operations and marketing. In the current situation that hospital outpatient income can account for about the general income of the hospital, the clinic can be economically managed with the help of professional managers, and the income is objective.
In addition, you need to pay attention to the brand building of the clinic. Duan Tao believes that there is no problem with the online and offline operating systems. Although online diversion is seen as an important source stage for users, in fact, the conversion rate of fans in the whole industry is only one thousandth to three thousandths. . It can be seen that the amount of business that the fan diversion can bring to the clinic is small.
This is not to say that online diversion is useless, and online diversion can play an active role in brand building and patient communication. "I am a net red. Some customers have started to read his Weibo from a single, and now they are pregnant and finally become his target customers. This is an invisible brand building." Duan Tao said.
Xing Yiqun: Primary medical clinics should be positioned to complement each other
The location of the clinic, as a professor of leadership and organizational management at the Zhejiang University School of Management, Xing Yiqun said: From the patient's point of view, people always have to get sick and see a doctor, while hospitals only do diagnosis and treatment, and grassroots clinics must do prevention. The positioning of all-round roles such as equal emphasis on Chinese and Western medicine and rehabilitation.
In the "Nineteenth National Congress" report, people's health is an important symbol of national prosperity and national prosperity, and it is necessary to provide all-round health services for the people. Under the current conditions, can hospitals provide a full range of full-cycle health services? Can't do it. This is the opportunity and direction of clinic development, but it needs to improve the ability of diagnosis and treatment at the grassroots level.
As a common citizen, I am sick and registered, but there are a lot of people in the top three hospitals. If there is a professional service that is convenient, reliable, and reasonable, the people are willing to pay.
This is the potential demand of the clinic and the policy is also pushing. Xing Yiqun believes that the trend of patient flow in the future is this: 70% in primary hospitals and 30% in top three hospitals.
Before this trend came, "we are doing what we are good at, there is only one way to success, to take advantage of the clinic and to focus on these advantages."
At present, the clinic faces difficulties in attracting medical talents. Some clinics lack equipment or are not advanced enough. The procedures for reimbursement of medical insurance are cumbersome. The doctors work the same time as the big hospitals. They are not wrong. The patients are not willing to come. How to solve this dead ring?
Xing Yiqun believes that 30% of consumers are willing to choose a community clinic that is close to home. Therefore, the location of the clinic is particularly important. The key to opening a business circle is the location, which determines the flow of people. This is a hard condition.
In terms of pricing, you need to sell at a low price. Don't think about making a high price from the beginning. However, if you are cheap, it means that you are making less money, so you have to do it.
There is also a very important point. Doctors and patients need to have affinity and play cards for medical services. The core issue is trust. Let the people know what the clinic can do first? How is it done? Then present the characteristics of the clinic; finally, the perceptible conditions of the clinic environment and the order process specification must be done well, and the doctor can always be online, and the network can be completely.
In addition, to get experts to practice more at the clinic, you can circle some users and slowly establish the relationship. Establish partnerships with third-party service organizations, such as information platforms, intelligent devices, and inspection platforms to make up for the shortage of clinics.
"In this process, we must strengthen our confidence and move forward with courage. The future is bright and the road is tortuous." Xing Yiqun frankly said.
Clove Clinic Yang Zefang: Design and implementation of clinic medical products
The design and implementation of the clinic product, Yang Zefang, the person in charge of the clove clinic, believes that the product thinking of the Internet should be introduced into the medical service products, and the product lines should be effectively planned and integrated.
For the design products of the clinic, he felt that it can be divided into tangible products and intangible products, and pay attention to the depth, length, width and relevance of the products, so that all products can be optimally combined to bring maximum benefits to the clinic.
For example, the width of a product refers to how many departments are needed in the clinic. Is the more the better, the wider the better? The length is the category of the clinic, such as pediatrics, physical examination, health care, and rehabilitation. Large and complete department is good, is it still small and fine department set up?
Which services are available between these departments, whether the services of each department can be related, whether they can guide each other, and whether they can bring profits to the enterprise, this cannot be ignored. This is why, in the case of a good pediatrics business at the Clove Clinic, Yang Zefang has to try other departments. This is called precaution.
If the service of a certain product is very popular among users for two days, then a large number of competitors and imitators will follow, what should I do? How to ensure that clinics have the ability to constantly create new products and product iterations.
After thinking about the above issues in advance, Yang Zefang's first step was to conduct research and demand analysis. He hoped to lay out the product structure according to market demand. First of all, with the help of the huge data resources of the clove garden, the user portrait, because the product design needs to accurately find the entrance of the product in the messy market. For example, when the Clove Clinic launched weight loss management, it was found that people who are more willing to pay are not people who are already overweight, but people who have a healthy cognitive concern and are slightly overweight.
Product thinking not only pays attention to market demand, but also focuses on product matrix. When designing medical service products, the lilac clinic is first divided into tangible products and intangible products. The product mix of the clinics forms a product line.
If the clinic has a complete product line, the anti-risk and profitability will increase in the future. In the pediatrics with a complete product chain of clove clinics, it was found in pediatric clinics and physical examinations that there are still many users who have not yet docked the project, so the lilac clinic has launched a series of products around pediatrics.
At the same time, around the existing passenger flow of the clinic, based on the data mining and sorting of existing patients, analyze what users need most, what products can you provide, and then promote new products and use this method to do customer education, which is a multiplier . The use of this method by the lilac clinic has reached a state of familiarity.
Not only that, Dr. Clove's product thinking also pays great attention to medical service products, and the core product of the clinic is to solve patient problems. Medical service products are in a clinically perceptible way for patients to experience medical services. For example, when a nurse is taking an injection, he must tell the patient what measures I have taken to alleviate the pain of the needle.
The Clove Clinic exports this series of products in a quantitative manner, with the goal of turning quality products into replicable experiences that empower more grassroots clinics.
Know Belle, Ou Yu: Let the patient's interests and clinic interests achieve a win-win situation
In traditional medical institutions and hospitals, doctors and patients are placed on opposite sides, patients want good service, and doctor resources are completely unbalanced. Doctors and patients cannot achieve effective communication under conditions of unequal information, and patient compliance is low.
How to solve the win-win situation between patients and doctors through the clinic? Dr. Ou Yu, the head of Zhibei Pediatrics from Guangzhou, deeply analyzed the value of the clinic service, promoted the progress of the medical industry through the patient's sense of acquisition and clinic development, and assumed the feelings and responsibility of the doctor to save the world.
In her view, the clinic's interests and patient interests need to achieve a win-win situation in order to achieve sustainable development of the clinic.
The first is to let the patient know what kind of service he has bought with a higher than the medical certificate of the public hospital. Clinics are different from public hospitals in that they face a large number of patients who seek medical treatment. Each patient in the public hospital provides 5 minutes of treatment time.
For the Zhibei Pediatric Clinic, the 5-minute service cannot solve the anxiety and irrational needs of parents. Here, the doctor's consultation fee is 500 yuan. He asked the nurse to collect what the child was eating every day. When the patient visited the doctor, the doctor had a clear and comprehensive information and provided nutrition guidance. After leaving the clinic, the clinic would treat the patient. Track and monitor the execution. Therefore, this 500 yuan consultation is not much more expensive than public hospitals. Because the clinic provides a good environment for the clinic, the core is the knowledge, professionalism and respect of the doctor. When the gold content of doctor services is increased and patients are involved in medical decision-making, patient compliance will naturally increase, trust between doctors and patients will be established, medical effects and experiences will be improved, and willingness to pay will be stronger.
The second is to improve the doctor's sense of service. When doctors provide high-quality services, it is reasonable for doctors to charge relatively high medical fees, and doctors will not feel guilty. The offline clinic is the platform that provides all the quality medical services that are willing to give patients.
Doctors leave the system, but the fastest way to achieve professionalism is the road to net red. After becoming a big V, advertising and group purchases can all generate considerable annual income. But there are a large number of professional doctors who are not net red. The offline chain clinics can provide them with a relaxed, patient-focused platform and a service that matches their skills. For example, Dr. Zhibei has a professional administrative support team to provide services to doctors. Doctors do not need to reimburse them. They do not need to go to make appointments for patients. They only need to do their own professional things and consider how to manage patients well. ? Similarly, offline clinics also provide follow-up training and promotion channels to reward doctors.
Unlike traditional public hospitals, administrative level gaps and barriers, in private clinics, the cost of communication between doctors and teams is also very low. Ou Yu said: "What I want to tell you is that we have a mechanism for continuous optimization, because in this state, we have no way to say that we will do our best. He said that we have been constantly improving ourselves. Work, when there are adverse events, we will report, when we have objections, we will have a feedback mechanism, the communication costs within the entire team is very low, so we will continue to improve."
Private clinics not only solve the contradiction between patients and doctors, but also the promotion of the entire medical industry. Dr. Ou Yu shared a set of data: According to the preliminary calculation of the National Health and Family Planning Commission, the total national health expenditure in 2016 is expected to reach 4,634.49 billion yuan. Netease also reported that the average drug share in OECD countries was 16%. Based on this calculation, 4,634.49 billion times 16% is about 740 billion yuan, but in fact, what is the sales of medicines in our country? 1.7 trillion, there are almost 960 billion yuan here, I think it can be saved.
She believes that even if the 960 billion yuan saves 10% (96 billion), it is worthwhile for the people. “This is the spiritual motivation that supports me to go on the difficult road of entrepreneurship. It is more meaningful than doing online red. It is also a place that reflects the responsibility and value of doctors.†Only offline clinics provide customized refinement for each user. Consultation and health management to reduce over-medical, drug abuse, and medical efficacy are more valuable.
“Our single store achieved break-even in the fifth month, and customer satisfaction exceeded 98%. The average customer price for Zhibei doctor online consultation was 191 yuan, the highest was 999 yuan. The paid community users also exceeded 2000. People." Ou is very satisfied with this.
Mommy knows: How to operate chain clinics across regions?
The "Mummy Knows" Pediatric Clinic, which is not far from Zhibeier, is located in Shenzhen. According to Liang Liang, the founder of the company, it has 6 self-operated outpatient departments and 2 hosted outpatient departments. It is expected to expand to 10 this year.
Mom knows that the pediatric clinic is a typical clinic that goes from online to offline and has Internet genes. Nowadays, from monomer to chain expansion, how does it replicate the clinic business model? Liang Liang tells from three dimensions: system, organization and system. How do they serve online and offline, from hardware to software to IT systems to organizations to form a service closed loop, and explore new business models.
In the system, the “Mummy knows†offline clinic has introduced a special NPS system, also known as net recommendation value, which can also be called word of mouth. It is a measure of a customer who will know the service possibility to other people. Index. This is just part of a standardized system to transform clinic services.
In order to be able to make an operational system that is truly suitable for pediatrics, Mommy knows that in addition to consulting a consulting team, she also closes the team of doctors and R&D personnel and product personnel, and the R&D clinic team from 1 to N. The patient data can be identified and traceable, and the clinic quality service becomes evaluable and feedbackable.
In the management organization, Mommy's health also needs to form a closed-loop system. In order to ensure and achieve standardization and quality, Mommy knows that three departments have been set up to protect. The first is the quality team, responsible for tracking the regular system, reporting and improving the results, and improving the development of strategic measures. The quality team must ensure independence and public welfare. The second is the Medical Committee, which is responsible for connecting all norms and standards with doctors. The third is to train and manage the medical management center. Every new doctor, nurse, administrative, operation, and marketing personnel comes in. After strict training, the standardized and initialized team will go in and guide.
In the operational phase, the initial team will participate in the early stages of the opening, and the quality department will track the results. All departments discuss the results of the improvement, forming an open clinic culture, and the medical institutions will not go wrong in the process from one to N.
Ni Junfeng, a good doctor next door: seeing the development of clinics from the standardization
The development direction of domestic medical services is different. High-end clinics take service-oriented routes and medical services centered on patient satisfaction, but the systems with higher costs are not suitable for the basic stock of the whole society. Public hospitals are not only overcrowded, but also have unbalanced medical resources, a large medical insurance burden, and low patient satisfaction. Where is the competitiveness of private clinics?
In this regard, neighboring good medical partner Ni Junfeng believes that the core competitiveness of private clinics lies in the medical value of private clinics, in terms of diagnosis and treatment. Standardization of clinics is a cornerstone of the long-term development of private medical clinics.
The first is how private clinics are different from previous personal clinics, how to achieve core values, and how to achieve the core value of chain clinics. Standardization and standardization are the turning points of future clinic development. In the past, private clinics were not standardized, and the treatment process was not uniform. The new private clinics were provided to patients with standardized and standardized medical services.
The specifications of new clinics are not limited to the standard of diagnosis and treatment, but include specifications from the clinic sampling, financial management, and material management. In the standardization of the clinic, the neighboring doctors are equipped with the necessary medical equipment to improve the efficiency and precision of the diagnosis and treatment. Based on some existing guidelines and specifications, we will develop a standardized medical treatment standard.
Secondly, it is necessary to solve the talent bottleneck faced in the development of the clinic. The neighboring doctors let the medical staff perform the output by exporting standardized textualized content. Standardized training tailored to the clinic's characteristics, focusing on clinical and therapeutic specifications.
To establish a long-term learning and training system for doctors, all doctors who are close to home doctors must log in to the lilac garden every week to learn to update their medical knowledge and start a discussion. Not only should the patient's history and physical signs be recorded according to the case. At the doctor's end, a training system is established, and the learning system can be used to replicate the norms in the future. This also forms a good learning environment and learning organization internally, and conducts regular discussion and sharing. After the development of the clinic, the bottleneck of talents encountered by neighboring doctors through the standard-based talent copying and training of sop, after training, provide a positive internal promotion channel. The shortage of talent faced by private clinics.
Finally, health science can also be a word of mouth construction, that is, through online diversion, offline services, in order to improve medical service satisfaction.
Neighboring doctors believe that the health sciences on the Internet now have a wide audience, and they have not implemented personal health management. Users are drowning in a lot of medical information, which actually deviates from the basic medical value and morality. The way of good medicine next door is based on the general pediatric disease as the entrance, the introduction of outpatient visitor flow, through the effective management and surprise analysis of the existing stock passenger flow, careful management and follow-up of each child to explore Management issues and education are not discovered by parents who have not yet paid attention to health issues. According to the internal standard operating procedures and previous medical training, after obtaining a preliminary diagnosis, some reasonable and necessary inspections are issued.
For example, when a doctor predicts a problem with a child's tooth development, the doctor will recommend turning to a dentist for treatment. After the effective formation of pediatrics hangs on you, establish a reputation among parents and build trust among users, then a good doctor at a neighbor can achieve a pediatric incision and include other parents in the health management of the clinic. Imported through pediatrics as a basis for traffic.
Normalization of health education in the standardization can also improve the rate of diagnosis and treatment, and the placement of diseases requires the cooperation of family care. Parents who lack health knowledge or anxiety tend to help. Based on the SAAS platform, the neighboring doctors conduct scientific health education and solve the irrational needs of parents.
Yuyao Clinic Yu Wei: How does the clinic operate after talent is scarce?
As a network red man, Yu Yu has left the US-China Yihe Comprehensive Clinic to create a clinic that the people can afford. For more than a year, she thought that the road to clinics was not very good, and even a very heavy operation.
So far, she believes that the best clinic startup team should be like Cui Yutao: doctor brand, high-traffic IP, behind an IT management team and product team, is a very good marketing mix. But this kind of team can't be copied, and personal branding is too obvious.
Therefore, when she plans to be a clinic, she thinks whether she is doing a single or a chain, and clearly understands the resources in her hands. How does it work? Is capital introduced? Because after the introduction of capital, if the clinic is used well, then it can help you to step on the clouds, follow you all the way, and go forward with the stars; if the capital is desperately holding the whip in the back, you will die in the end. .
After being modularized like this, it is relatively easy to open a clinic. For example, in the previous dental clinic, the standard of diagnosis and treatment was standardized, and the profit was high. Therefore, all over the country are dental chain clinics. These doctors are also partners.
In fact, when the clinic staff is lacking, attracting doctors can adopt a partnership system. But you need to pay attention to how to keep these people. This requires affection, motivation, money, lofty ideals, and mutual help. Doctors must remember not to single-handedly share all the benefits, and must know how to share. Ma Yunzhan does not have a lot of shares in Alibaba. His team is the most powerful one. The necessary conditions of the chain, core values, sufficient funds, accurate positioning, and standardization of management team products.
The next step is to consider the issue of site selection. In the view of Yi, you first need to find the target customers of the clinic, do market research, choose different time points, weekends, evenings, mornings, whether there are parents who bring children out to play. See what people with children look like? How many lights are there in the neighborhood? What kind of car is parked in the parking lot? The surrounding catering, if it is the old home patties, Chongqing small noodles, this place should consider its consumption strength. If it is relatively high-end, it may have a certain spending power.
Where is the patient? How do you let them know you? This is very important, and it may be necessary to do pushes, such as working with surrounding kindergartens, neighborhood committees, etc., and the effect may be better. Is there a range of medical insurance radiation? Medicare may become a condition for clinics to develop from 0 to 1 in many cities, but not in Beijing and Shanghai, because it is very difficult to apply for medical insurance in these two cities, and everyone does not have health insurance. Moreover, the size of these two cities is large enough, and it is inconvenient for ordinary people to see a doctor, so there will be self-funded groups.
Finally, the selection of the clinic business, with traditional medical treatment business, also needs to break some bottlenecks and make the clinic profitable as soon as possible, such as doing some online or on-site medical services.
According to Yu, the working hours of the neighboring clinic are from 8:00 to 20:00 in the morning, and after 8 pm, can it be turned into another place to attract patients into the clinic.
The simplest thing is that if the clinic is open, I will not let my children and parents see the doctor. How can you expect your neighbors to see the doctor?
Rui Ci Medical Group Zhou Yujing: Construction of clinic famous doctor platform
How can the clinic be able to dig up famous doctors and promote the flow of doctor resources. Zhou Yujing from Ruici Medical Group is very experienced. He highlighted the indication that no matter what new model or doctors flow, the problem of Chinese medical treatment is that doctors are not enough. It is impossible for people who can provide quality medical services in the short term to replicate in large quantities in the short term.
At the same time, Internet sharing medical care also faces barriers such as the imbalance of medical resources distribution and the competition of public hospitals. In the context of the scarcity of quality medical resources, most of the resources are still concentrated in the north and the wide. At the same time, medical services are limited by the service radius due to their own characteristics. How does Ruici Medical solve these problems?
First of all, in the customer diversion, the Ruici Medical Medical Examination, Hospital, Clinic, and Pensions have been listed in Hong Kong, and they have been transferred to private clinics on a light medical platform. Ruici Medical realized that it was not so easy to divert the light medical platform to the clinic. Conversion rate is low. The clinic also needs time to build customer awareness of the brand and need to think about how the traffic platform can translate online traffic into new business traffic.
The core of the clinic based on the famous doctor platform is the famous doctor. The process of Ruici's training of experts is divided into four stages. The first stage is to ensure that the experts have a solid medical level, and at the same time use the tools of the Internet with the third-party platform to help him to make customers with stock reputation.
The second stage is the platform to help him guide some patients, this is the so-called channel patients. At the same time, the doctor must cooperate with us to do self-branding.
The third stage is peer referral, and it is recommended that these experts should be integrated into some private medical institutions as soon as possible. In large forums, Ruici will give them such an opportunity to be a peer.
The fourth stage is to train high-end customers and some loyal fans, and then use this to be a word-of-mouth effect to help clinics get customers. From an expert point of view, it is the patient who has become a doctor in the past three hospitals.
For Ruici Medical, the first order only invites well-known old experts from the top three hospitals; in the second year, it established five centers, including health problems, lung cancer, fatty liver, and neurosurgery, as well as infections. Disease and liver disease and exercise rehabilitation. The founding center collects scientific research data on the one hand, and attracts experts to sit on the other hand to enhance the activity of experts. For experts who have not been active, they will work with companies to conduct health clinics. Let him think that I have something to do on this platform, you can retain such experts.
In order to further solve the treatment needs after the expert consultation, the clinic established by the Ruici Medical Linkage Medical Center fully developed high-quality medical resources and explored video clinics. Emphasis on more patient participation, maximizing the time of experts; it is also possible to make patients in various parts of the country, especially follow-up, through a video clinic to do multi-disciplinary joint clinics, so that patients who are unlikely to return to Shanghai every time can enjoy medical service.
Ruici hopes to continue to innovate, serve doctors, pay attention to the concept of patients, and build one of the largest private outpatient clinics in the country through platform-based construction, to maintain open cooperation and win-win, and to serve medical staff.
Qi Hua Medical Pan Jing: Practical experience in clinic management
As for the clinic management, as the founder of Qi Hua Medical, Pan Jing, a partner of the Leo Clinic, may have more say. She has more than 28 years of clinical clinical practice and international medical organization operations management experience, and also wholly invested in the Rio Clinic, effectively combining clinic management theory and practice. This is worthwhile for other clinic leaders to construct many standards in the operation of the clinic.
In Pan Jing's view, it is not necessary to position the clinic as a high-end or low-end clinic. The clinic should start from meeting people's health rights and create a friendly and safe medical environment. At present, the domestic market environment, high-end medical care and low-end medical care do not have an accurate evaluation standard.
“Is it in high-end medical care in an English environment or a foreign patient? I don’t think so.†Pan Jing said bluntly. She believes that the direction of internationalization is to improve the service process, the internationalization of service attitude, and the internationalization of diagnosis and treatment. Rather than borrowing the concept of nationalization, the threshold for private clinic visits is created, and the goal is to provide more people with health services.
As consumption increases, the number of people who buy services rather than goods will increase, and consumers' awareness of payment increases. There will also be more and more people paying for high quality medical services. According to Pan Jing, to the private clinic of Qihua Medical, the main consumer group in the market vision is the new middle-income group after the 80s and 90s, and the income of 60,000 to 600,000 can be the new middle class.
Pan Jing also stressed that private medical institutions must pay attention to sales. Unlike the emperor's daughter in public hospitals, the main raw materials and products in private clinics are the time of medical staff. How to make reasonable use of medical staff's time and ensure reasonable medical treatment time? . The sales strategy is to solve the doctor's effective time utilization and the utilization rate of the clinic.
For the hospital's operating model, Pan Jing believes that the relationship between medical staff and patients is the business model. The important value of bringing a patient to a private clinic is the respect and safety of the patient.
In the clinic's business figures, no clinic data can be the standard for other clinics. Each clinic needs to develop an appropriate development strategy based on actual conditions. Clinic operations must be implemented into every refinement project. Small to air conditioning, large to labor cost calculation. At the same time, for the clinic, Pan Jing said that in the early stage, due to the slow output of the clinic, the operator prevented the problem of cash flow breakage. Operating clinics must have the patience of early investment.
For the long-term operation of the clinic, Pan Jing does not think that private clinics are more expensive than public hospitals. On the contrary, after the increase in passenger volume, the unit price of passengers can rise. Instead, in terms of labor costs, clinic operators need to be carefully accounted for. Taking Mr. Pan Jing as an example, after accounting for the basic salary and the additional welfare cost, the human resource cost is normal from 60% to 80% in the first year, but it should be controlled within 45% in the later period and 30% in the later period. 35%.
In terms of doctor performance and doctors' simple distribution ratio, Leo Medical provides the doctor platform rather than limitations. But doctors are not sales, and clinic managers, so he has a certain sales function, but can not use quantitative sales indicators to evaluate doctors. Pan Jing said: "We adopt the achievable assessment target. The total business volume is to add his structural quality as the assessment content. It cannot be said that the total amount of business is just a figure to test him. Taking professional development as the purpose of assessment.
Taiwan Youneng Clinic: The innovative operation model of Taiwan clinic
Yang Zefang, the head of the doctor of cloves, once said: The development of the clinic in my eyes should be medical service in Taiwan, technology in the United States, then what innovations in Taiwan clinics? Perhaps the development of the Taiwan Youneng Clinic, which focuses on diabetes management, is worth learning. He is the chairman of the Yilan Love Pancreas Association, a member of the Yilan Diabetes and Chronic Disease Care Committee, and serves 1,800 patients a month. He has extensive experience in the management of diabetes and chronic diseases.
He believes that opening a clinic in Taiwan is not that difficult. Medical treatment is a process of change. If you look at new medical knowledge, your daily knowledge is updated. The entire medical process is relatively slow, such as treatment, what kind of treatment was provided before, and now emphasize the value of output.
As information technology becomes more transparent, doctors have also turned from individual combat to team operations, especially the health management of diabetes. There is a team in the clinic to manage diabetes, including nurses, dieticians, physicians, pharmacists, etc.
At present, 37% of clinics in Taiwan conduct diabetes management, and of course there are medical insurance guidance. The number of clinics has grown from more than 4,000 to more than 6,000, so the acceleration is obvious. Among them, there are more than 400 clinics that really care for diabetes.
He still remembers that when he first started his business, he had a care of his predecessors: opening a clinic, how can you live without a little bit of it?
"In the future, we will have more and more old people and more and more chronic diseases, so I have to take a different path." Later, this elder was very pleased to see him every time, and said that my fears were white fears. You are right on this road.
In the years of starting a business, only two people left in the clinic team. One was very difficult to start a business, and the work was often not finished at 24:00. The other was not suitable for the clinic. The team has now grown from 34 to 34 people. How to do staffing?
It is reported that in general, three diabetics, You Nengjun will hire a full-time nurse and dietitian. Because dietitians and nurses learn different fields, they guide users to diet.
For example, if a diabetic patient comes to the clinic, it is useless if the doctor wants to impress the patient to do some learning transactions; the doctor only looks at the blood sugar, does not ask how you eat, how you exercise is useless; the patient does not say什么è¿åŠ¨å¯èƒ½å¯¹ä½ 的脚有帮助，这ç§åŒ»æ‚£æ²Ÿé€šä¹Ÿæ˜¯æœ‰æ¬ ç¼ºçš„ã€‚å› ä¸ºé€šå¸¸æ‚£è€…çš„ç†è§£æ˜¯æˆ‘æ¥çœ‹åŒ»ç”Ÿï¼Œä½ 今天å«æŠ¤å£«ï¼Œè¥å…»å¸ˆåšï¼ŒåšåŒ»ç”Ÿä¸ç‚¹å¼€ä¸ªå¤´ï¼Œé‚£æ•ˆæžœæ˜¯å·®çš„ï¼æ‰€ä»¥åœ¨å¦ä¹ 上ä¸æ–的扩大医生的专业领域，是很有必è¦çš„。
å¦å¤–，还需è¦ç”¨è¨€ä¼ 身教的方å¼åŽ»å¼•å¯¼æ‚£è€…ï¼ŒåŠ å…¥åˆ°åŒ»ç”Ÿçš„å¥åº·ç®¡ç†ã€‚比如æ¯å¤©æˆ‘们åƒé¥ã€è¿åŠ¨éƒ½æ‹ç…§ï¼Œå¹¶åœ¨ç»“æŸåŽæµ‹è¡€ç³–。以æ¤è®©æ‚£è€…也养æˆè¿™ç§ä¹ æƒ¯ã€‚è¿™æ ·åšæ—¢èƒ½ç”¨è‡ªèº«çš„èº«ä½“ä½“éªŒåŽ»æ‰“é€ æ…¢ç—…ç®¡ç†æ–‡åŒ–，åˆèƒ½æ·±å…¥ä½“验顾客的åšè¿™äº›äº‹æƒ…çš„æ„Ÿå—，å¯è°“一举两得。
那怎么让医疗高效率？这个是一个积累的过程，需è¦åšç²¾å‡†å†³ç–和数æ®çš„完整。åŒæ—¶åŒ»ç”Ÿçš„ç»éªŒä¹Ÿè¦ä¸°å¯Œï¼Œå›¢é˜Ÿä½œæˆ˜å¾ˆå¼ºæ‰è¡Œã€‚å› ä¸ºåŒ»ç”Ÿçš„å†³ç–患者ä¸è§å¾—ä¹°å•ï¼Œé‚£å›¢é˜Ÿå作跟病患åšåŸ¹è®ï¼Œé 组织文化影å“。
所以，游能俊的诊所，一般在诊疗之å‰ï¼Œæ‰€æœ‰çš„æ•°æ®éƒ½æ”¶é›†å®Œç»™åŒ»ç”Ÿï¼Œç³–化血红蛋白大约40分钟出结果，å°æ¹¾çš„医ä¿æœ‰äº‘端，å¯ä»¥è§£é‡Šç—…患的过去用è¯æƒ…况，起始éžå¸¸é«˜æ•ˆã€‚æ¥ä¸€ä¸ªæ‚£è€…，医生å¯ä»¥ç›´æŽ¥å¯¹æ‚£è€…说：“我知é“ä½ åƒäº†å¤šå°‘è¯ï¼Œæ•ˆæžœå¦‚何，è¦ä¸è¦é€‰æ‹©æ·»åŠ èƒ°å²›ç´ ï¼Ÿâ€
诊疗åŽï¼ŒåŒ»ç–—æœåŠ¡å¹¶æ²¡æœ‰ç»“æŸï¼Œæ‚£è€…到è¯å¸ˆå–è¯ï¼Œå¦‚æžœä»–æ˜¯èƒ°å²›ç´ æ²»ç–—è€…ï¼Œä»–é€šå¸¸ä¼šæŽ¥å—案例追踪，这个是ä¸ç”¨ä»˜è´¹çš„案例追踪，诊所内有外围周边的一些转接的æœåŠ¡ã€‚到ä¸åŒçš„科别，如眼科ã€å¿ƒè„科ã€è‚¾è„科。
虽然该诊所在å°æ¹¾åˆ›ç«‹13年，但是游能俊认为，创业之åˆä¸å®¹æ˜“，而åšæŒåˆè¡·ä¼šå¼•é¢†ä½ ä¸€è·¯èµ°ä¸‹åŽ»ã€‚å¦‚æžœä½ åªæ˜¯åœ¨å•†ä¸šä¸Šçš„算计的è¯ï¼Œç»ˆç©¶ä½ 的力é“会ä¸è¶³çš„。
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