First of all, let's look at the changes in the business environment of the enterprise. People who do medical equipment marketing know that after the implementation of the two-vote system, the invoice flow of medical equipment will be simplified to: manufacturers-> business-> hospitals (see figure below).

The changes in the business environment can be summed up in one sentence: the stronger the stronger, the weaker the wither! Specific has the following 3 points:

 

1, business concentration will be further improved, large-scale machinery enterprises business will become larger.

2, the ticket business will inevitably die out because there is no ticket to pass.

3. There will be three results for secondary and lower machinery enterprises: the best choice is to be acquired by large businesses to become their subsidiaries, followed by logistics companies, which will continue to accept storage and transportation business on the original basis, do not involve medical equipment invoices, and finally no business will disappear automatically.

 

 

A change in invoice flow will result in a change in fund flow. The flow of funds will become: hospital-> business-> manufacturers. The biggest change brought about by the flow of funds to the machinery enterprises is that in the past, the settlement between many medical machinery agents and manufacturers has changed to the settlement between primary businesses and manufacturers directly.

 

After the commercial concentration, medical equipment manufacturers should set up their own business team to deal with the delivery, invoice and collection (I. e. logistics, ticket flow, capital flow three flow) tasks, the reasons are:

 

1. If the agent continues to handle the case, there is a third-rate confirmation problem for sales performance that are merged into the same business but belong to different agents: how does the third-rate confirmation of each shipment reach the name of an agent?

2. If the third-rate of the same business is also attributed to an agent, then there is a problem of how to compensate the agent responsible for the business for the third-rate duties that do not belong to the agent.

 

 

The agent team will change dramatically!

 

First of all, the function of the regional general generation will be changed from the complex identity of being responsible for the third stream and terminal promotion to the pure terminal promotion function.

 

The regional general representative will face the problem of handling large commissions and providing a large number of offset invoices. They may:

1. If the problem of offset invoices can be solved, the status of regional general agent can be retained.

2. If the problem of offsetting invoices cannot be solved, the regional general agent with terminal resources will become a natural person.

3, can't solve the problem of write-off invoices and no terminal resources, or disappear, or less than the manufacturer to find a job of regional management

 

 

The disappearance of a natural person means that the manufacturer loses sales and the natural person loses income, which is a lose-lose result.

 

The advantage of natural persons is that they have terminal resources. As long as the terminal needs people to promote, natural persons have their own market position. In addition, natural persons have the following advantages:

1. Due to the small amount of commission, the invoice problem is easy to solve.

2, have a certain financial processing capacity can also set up a company to better solve the invoice problem

 

Not only that, the natural team will also expand:

1, first of all, the use of the agency system of enterprises if the agents into employees to implement self-management, will bring huge management risks, including the construction of the management team, management costs, etc., and also face the problem of offsetting invoices.

2. Secondly, in order to ensure the stability of the market, manufacturers and natural persons will strive to maintain the status quo in the short term and face and solve the problem of offset invoices together, so the natural person team will remain unchanged.

3, there is no invoice processing capacity of the regional general agent or small and medium-sized agents will naturally be converted to natural persons.

4. The new method of industrial and commercial registration implemented by the state is more conducive to natural persons to set up companies to legally solve the invoice problem, and the ring deduction after the business tax is changed to increase will reduce the legal transaction cost between manufacturers and natural persons.

5. Some self-employed sales representatives may join the ranks of natural persons because they are able to handle invoice issues.

 

 

Point 5 above suggests that the establishment of a self-employed team of mechanical enterprises to consider their own sales force may change:

 

1. The sales representatives of the self-built team also face the problem of invoice charge-off.

2. Part-time job is an eternal topic. Representatives who can solve invoice problems may be more willing to become natural persons and accept products from more manufacturers.

3, because the sales representative as an employee to set up the company there is a risk of related transactions, some manufacturers prefer to change the sales representative into a natural person to set up a company to continue to cooperate in the promotion of the company's products.

 

 

 

 

The implementation of the two-vote system, for manufacturers who issue invoices at the reserve price, the biggest benefit is that sales revenue has doubled, and because of the increase in income and the main tax payment is completed locally, many manufacturers may become large local taxpayers and be favored by local governments.

 

In addition, manufacturers may also deal directly with front-line customers in the market, bypassing agents who do not have terminal resources. From a marketing point of view, this is a good time to incorporate the next family.

 

 

However, the thorny problem is the need to solve the high invoicing. In fact, most manufacturers do not have the corresponding financial processing and business management capabilities. On the surface, the invoicing method has changed, but it affects the whole body. Manufacturers face the adjustment of the entire operating system., The risk is multiplied, which is tantamount to a major operation. If enforced, there is a high risk of financial risk due to mishandling, and even the worst consequences of a price crash.

 

In addition, due to the manufacturer's financial processing capacity, capital, reputation and other aspects of the uneven, for the downstream agents of the rebate is a big problem. The situation that has been circulated before that "over-voting has become a shareholder" is likely to become a "shareholder" of the manufacturer ". If the problem becomes widespread, it will be a nightmare for agents across the country.

 

 

The accounting treatment method of refund needs to be compliant. The process from manufacturer to agent will have different treatment methods due to different identities of agents. If the agent is a company, then the agent is required to issue an invoice to the manufacturer to obtain a refund. If you are a natural person, you need to find an invoice to write off, but after the business tax is changed to increase, this problem becomes troublesome. Then, a large number of natural persons may be forced to transform into companies and engage in compliance promotion and academic activities as consulting companies or advertising companies.

 

Of course, the identity of the agent is also likely to be transformed into an employee of the manufacturer or become a close cooperative relationship. The original investment and sales staff of the manufacturer were also squeezed by the agent and lost their jobs under this circumstance.

 

Below, from the manufacturers, national agents, provincial agents, local agents, commercial companies, small contractors and so on to analyze the impact of the two-vote system on their respective links.

 

Judging from the current situation, more than 80% of domestic manufacturers use the reserve price invoicing, and less than 20% use the high invoicing mode (including commission system and self-management), which needs to be discussed separately.

 

 

This part of the manufacturers have a considerable number of small and medium-sized enterprises, the strength of all aspects are not strong, the product power is limited, the lack of sales capacity, financial processing capacity is even more worrying. If the two-vote system is implemented, we do not know how to deal with finance and taxation in the first place.

 

This involves two issues, one is the tax issue, according to the chapter tax, need to consider the high part of the 17% value-added tax, and 25% of the enterprise income tax. This undoubtedly increases the tax burden on enterprises;

 

Second, after the high opening, a large number of sales expenses need to be reimbursed and settled, but the problem is that after the business tax is changed to increase, where to find the expense ticket to offset the account? Of course, this is the need for downstream customers to complete this link, but more importantly, even if this part of the cost to the agent's account, there is still the problem of how to withdraw.

 

 

Don't think that manufacturers who have adopted the high-opening mode will have no effect. If they can't really circulate in the body, then they will also face all the problems they have to solve. With the implementation of various aspects of rectification and business-to-business increase, the difficulty of high-opening will be increased.

 

 

The implementation of the two-vote system means that the manufacturers themselves have solved the problem of high-speed opening, and there is nothing wrong with the ticket company. This is not to mention the crisis brought about by cracking down on tickets and affiliation in the circulation field, and the tax authorities checking false invoices. For this alone, a large number of companies that have survived on tickets will close down one after another. Therefore, legal compliance is the right way to operate.

 

From the perspective of business form, because the two-vote system compresses the intermediate links, the survival of agents at all levels is also facing certain challenges. From the national agent large contractor to the provincial, municipal, county, small contractor (hospital agents) in turn by the impact of the decline, the impact depends on whether the link needs to open high, can solve the high open and whether to master the terminal resources.

 

 

Before, it seemed to be the "second manufacturer", but there was almost no high invoice, and most of them used the reserve price to deliver goods to the whole country. If the two-vote system is implemented, the national general representative will first lose his position as an agent because he cannot solve this problem, and downstream customers will bypass it and take goods and invoices directly from the manufacturer. In addition, because there is no direct grasp of the terminal resources, the possibility of being replaced by the market is multiplied.

 

 

This should be combined with the local provincial situation. For example, Fujian is a province that implements the two-vote system, and the drug procurement policy also promises a single source of goods. Under such an environment, provincial representatives with super-strong government affairs are needed to complete such work as provincial procurement catalogues, prefecture-level procurement catalogues and standard confirmation. This cannot be achieved by manufacturers alone, and the status of provincial representatives still depends on the operation ability of government affairs to ensure that they will not be lost.

 

Therefore, as long as it is a commitment to a single source of goods, it is bound to form agents to solve the problem of market access. Agents without such strength can only rely on provincial agents or manufacturers to form employment relations or close cooperative relations. However, it remains to be seen whether there will be any changes after the bidding for drugs is over.

 

Provinces that do not promise a single source of goods are another matter (for example, Jiangsu can win the bid in several varieties). The provincial generation should not only have strong government affairs ability, but also have mature sales network and terminal resources, otherwise it will be eliminated.

 

 

After the implementation of the two-vote system, municipal agents will become the intermediate force of the agency system. This is because if the manufacturers are managed by 333 prefecture-level cities (businesses), they are still in the scope of management, and the radius of sales management can also cover the prefecture-level. With about 20 public hospitals in each city, municipal agents can also manage smaller downstream customers.

 

 

In the past, it was difficult for manufacturers who issued invoices at the reserve price to cover county-level agents. Generally, prefecture-level agents exercise management functions. The same is true after the two-vote system. What's more, the value of county-level agents is highlighted under the hierarchical diagnosis and treatment and low-cost drug procurement method (grass-roots institutions take the county as a unit to negotiate prices with manufacturers).

 

However, whether it is a municipal or county-level agent, if the hospital is managed, then their own situation will become difficult. On the one hand, there are time and financial risks in the factory's rebates. On the other hand, the commercial distribution fee of the trusteeship remains high, and the two sides are caught. It is estimated that many people are obviously in favor of themselves, but the local business environment leads to their own disadvantages.

 

 

It has almost no effect. In the past, there was no need to consider business issues, but now it is not the same. Due to the control of terminal resources, it will be more popular in the future. With the deepening of volume procurement, this group is likely to evolve into "promotion service providers". If it has the ability of professional promotion and team operation, it is not impossible to develop into a terminal outsourcer, that is, a third-party promotion company.

 

 

Mainstream, compliant commercial companies are drug distribution platforms that integrate logistics, capital flow and information flow. Regardless of whether the two-vote system is implemented or not, such companies generally accept high-priced invoices and sell them to medical institutions at the winning price, with little impact.

 

The problem lies in small and medium-sized businesses, many of which are integrated with agency, ticket passing and distribution. The impact on such companies is undoubtedly huge. Under the two-vote system, the manufacturer's "ticket-passing business" was damaged by the suppression of all parties. If the payment period of manufacturers and hospitals is too long, such companies will suffer a devastating blow.

 

But for large businesses, the decline of small businesses is an opportunity for their own expansion. It is through the two-vote system that Fujian has increased its commercial concentration. From the original hundreds of businesses to 11 commercial companies that legally distribute drugs to hospitals, businesses across the province have either been incorporated, transformed, or closed down.

 

 

The implementation of the two-vote system is both a challenge and an opportunity for equipment companies. As long as it is handled properly, it can re-plan and adjust the company's sales system, attract customers with terminal resources to join, and make the company's sales to a higher level. Building.