Annual Work Summary of Medical Devices in 2020 (I) In 2020, under the leadership of the provincial US Food and Drug Administration and with the support of member units, the Provincial Medical Devices Association will give full play to its functions of "bridge, self-discipline, service and rights protection", continuously expand its service fields, improve its service level, enhance its initiative and creativity, and further enhance its cohesion and influence, which has been fully affirmed by relevant leaders and member units.
First, expand the service field and build a service platform for member units.
1, use multiple channels to help enterprises borrow and finance, and seek partners, etc. The Association has established business contacts with financial institutions such as corporate finance department of X branch of Bank X, electronic city branch of X bank, X branch of Bank X, and arranged loans for X Pharmaceutical Co., Ltd. and provincial medical device testing center successively, and reached loan agreements with many other institutions.
In order to solve the enterprise's long-term development strategy and seek investment partners, the association has organized X Pharmaceutical (Group) Co., Ltd. (investment company) and X Technology Property Exchange Center to visit X Medical Supplies Development Co., Ltd. and X Company to discuss investment cooperation business.
The Association and X Bank Electronic City Branch actively set up "Shaanxi Medical Device Industry Urban Commercial Cooperative" to provide enterprises with a faster and more effective financing service platform. After repeated research and discussion, the association has issued a document to solicit the opinions of member units, and is now making efforts to make preliminary preparations.
2. By inviting experts, coordinating enterprises and competent departments, etc. , established X certification system for X medical device company and X company in X province, registered new products, and conducted pre-counseling and business consultation.
The association has provided X company and other units with relevant certificates of compliance with laws and regulations and no complaints, which has played an important role in their participation in sales bidding. The association also provides services for some units to connect land acquisition and renting factories.
3. In order to strengthen the consulting management of Shaanxi Medical Device Association and better serve the member enterprises, an expert committee composed of X people was established, and these experts came from xx and related scientific research institutes and enterprises, and the Provisional Rules for the Work of Expert Committee was formulated.
Over the past year, some experts have provided guidance and consultation for enterprise standard certification and product registration, some experts have given special lectures, and some experts have written papers for association journals, which have been widely welcomed by enterprises.
4. According to the requirements of laws and regulations, special rectification and the needs of enterprise production and operation, training courses for internal auditors, quality management personnel of production and operation enterprises and sterile medical device inspectors have been held successively, with more than X trainees. Training and education on relevant laws, standards, systems and businesses have been carried out, which has improved the management level of enterprises and the professional quality of relevant personnel.
5. The Association organized 9 enterprises to participate in the 20xx Health Industry Expo. The 20xx Health Industry Expo, sponsored by the X Provincial Drug Promotion Association and co-organized by the X Provincial Medical Device Association and the X Provincial Chinese Medicine Association, was held in Hall X of the X International Convention and Exhibition Center from X to X on 20xx. Provincial Medical Machinery Association organized X public health and X machinery enterprises to participate in the exhibition activities, which further expanded the product influence and publicized the corporate image.
The second is to hold a symposium and summit forum on the development of medical devices in X province, to do a good job in communication between enterprises and the government and provide two-way services.
In 20xx 10, the association organized X medical device enterprises, held a symposium on the development of medical device industry in X province, invited Deputy Director X of the Consumer Department of the Department of Industry and Information Technology of X province to attend the meeting, introduced and conveyed the relevant policies and key product categories supported by the national and provincial governments on the development of medical devices, industrial revitalization and technological transformation, and answered relevant questions that enterprises were concerned about. X pointed out that in 20xx, the state will focus on supporting the upgrading of product structure and the application of new technologies, and give preferential subsidies in terms of policies and funds to certain scale production enterprises such as medical electronic medical imaging, in vitro diagnosis, implantation intervention, sterile medical devices, modern biology, artificial tissue tubes, blood purification and high-quality materials. He also focused on the channels of product upgrading and technological innovation support for SMEs. All the representatives of X participating enterprises spoke, introducing the basic situation, development prospects and matters that need government support. They also consulted on some issues and made relevant suggestions. Everyone spoke highly of the symposium organized by the association. The secretariat of the Association introduced the service projects of the Association, such as enterprise financing, expert consultation, business training, project cooperation, safeguarding rights and interests, and organizing domestic and foreign inspection, participation and investment promotion. At the end of the symposium, Director X of the Medical Device Division of the US Food and Drug Administration asked all enterprises to know more about the government's support for the development of the medical device industry, and contact relevant departments to win more support and accelerate the development of enterprises. Director X also affirmed the work done by the Association in serving its members since its re-election. He hoped that all member units would give more opinions and suggestions, care more about and support the work of the Association, and asked the Association to communicate with member units to solve problems for enterprises and truly become the "home of enterprises".
"X Province Small and Medium-sized Medical Device Development Forum" was held in the multi-function hall of the small and medium-sized medical device service platform in October of 20xx, with more than X enterprises participating. X, deputy inspector of the province, attended the meeting and delivered a speech. He first reported on the development of medical devices and asked medical device enterprises in the province to seize the opportunity, strive for innovation and accelerate development. The association invited X experts to discuss how enterprises can innovate technology and realize the combination of production, learning, research and medicine; How to strengthen the on-site management of medical equipment production: the gap between enterprises in Shaanxi Province from the perspective of government procurement of medical equipment. The report is not only theoretical and policy-oriented, but also instructive and operable, which greatly encouraged and spurred the comrades attending the meeting.
Third, expand social contacts and exchanges, and improve the visibility and credibility of the association.
1, four associations jointly initiated the establishment of the "X Province Health Alliance". In order to make the related health industry associations in X Province share resources, strengthen alliances and complement each other's advantages, after full consultation, the inaugural meeting of "X Province Health Alliance" jointly sponsored by the Provincial Association for Promoting Cooperation of Medical and Health Products Enterprises, the Provincial Health Association, the Provincial Medical Device Association and the Provincial Society of Traditional Chinese Medicine was held on October, 20xx. The meeting determined the purpose of the Great Health Alliance, the self-discipline convention of the Great Health Alliance and the rotation system of the Great Health Alliance. The Great Health Alliance will expand its influence through cooperation in all aspects, better create a great health atmosphere, and mobilize members to provide safe and effective industries and high-quality and efficient services for public health.
2. Establish the Medical Device Standardization Working Group of X Provincial Industrial Standardization Technical Committee. With the consent of the Provincial Bureau of Quality and Technical Supervision, the Provincial Instrument Association established the Medical Device Standardization Working Group of Shaanxi Industrial Standardization Committee, and held the inaugural meeting on X/X/X/20xx and1X. The main task of the medical device standardization working group is to put forward opinions, suggestions and preliminary plans for the formulation of local industry standards in this province, publicize and promote the standardization of medical devices, select advanced units to implement standards, create conditions for the implementation of medical device standards and norms, and promote the healthy development of the medical device industry.
3. The Association also sent representatives to participate in the X Provincial TCM Development Summit Forum and related activities of the X Association, which greatly promoted information collection, learning experience and information exchange.
Fourth, strengthen self-construction, improve work style and improve work efficiency.
1. The second general meeting of the second session of the Association was held on XX, XX, XX. The secretariat of the Association reported the summary and main points of the work of the Association in 20xx. The congress commended the first batch of X honest enterprises in medical industry in X province in 20xx, and awarded medals and certificates. At the meeting, Director X of the Medical Devices Division of the US Food and Drug Administration conveyed the relevant documents and requirements of medical device supervision, demanding that medical device enterprises in the province should pay attention to scientific and technological innovation, do a good job in product quality and safety management, produce and operate according to law, and strive to make enterprises stronger, bigger and standardized. He fully affirmed the work carried out by the Association in 20xx, and hoped that all member enterprises would give care and support to the work of the Association. Liu Jincheng, president of the provincial association and president of the provincial tuberculosis prevention and treatment institute, put forward hopes and requirements for the future work of the association, and asked the association to closely combine the reality of each member enterprise, play a good role as a bridge and link, and make the work of the association more distinctive. Prior to this, the association held a meeting of the president and vice president, summed up and arranged the work of the association, discussed and decided on the list of honest enterprises, and also discussed major issues related to the development of the association.
2. During the year, the Provincial Association also applied to become the governing unit of China Medical Device Association, which created conditions for further enhancing the influence of the Association.
3. The Association has done a lot of investigation, investigation, communication and contact in developing new members, and has absorbed X new members in 20xx, which has strengthened the strength of the Association and strengthened its own construction.
4. The Medical Device Information of X Province was founded by the Association during the year, and has been published in five issues. Publications include policies and regulations, regulatory trends, special reports, expert salons, industry trends, association work, enterprise window, work exchange, information collection and other columns. Each issue is printed in X copies and distributed to medical device production and operation enterprises, medical institutions, relevant departments and experts. These publications are informative and illustrated.
The Association has also established a medical device information website to continuously enrich and strengthen the publicity and promotion of medical device industry information.
5. The secretariat of the Association has continuously improved its internal management system, rationalized its procedures and continuously improved its efficiency. Completed the 20xx annual review, yearbook and various reports and materials.
Although great progress and achievements have been made in the work of the Association in 20xx, there are still many problems and shortcomings, mainly in the fields of serving members, contacts with enterprises, work and business abilities and the role of expert committees. In addition, some enterprises have little communication with the association and are not active in paying membership fees, which restricts the orderly operation of the association.
Summary of Work in 2002 (2) Time flies like a meteor in the sky. I hope I can seize this short moment. Unconsciously, I have been in X Pharmaceutical Company for one year. Looking back on the work during this period, I make the following summary.
First, the change of ideas.
Concept can be said to be a relatively fixed thing, and a person must go through a long-term ideological struggle to change his original concept. Although sales are one thing. However, different products face different adaptation groups and different consumer groups. Different companies have different sales models. We must change from passive work to active customer development and many other ideas.
Second, the implementation of post responsibility
As a salesperson, my job responsibilities are:
Do everything possible to complete the regional sales task;
2. Strive to complete the requirements in the sales management measures;
3. Be responsible for strictly implementing all procedures of products;
4. Actively and extensively collect market information and report to leaders in time;
5. Strictly abide by the company's rules and regulations;
6. Have a high degree of professionalism and a high sense of ownership;
7, complete other work assigned by the leadership. Job responsibilities are the job requirements of employees, and also the standard to measure the quality of employees' work. Since I have been engaged in business, I have been taking my job responsibilities as the standard of action, starting from bit by bit in my work, and strictly demanding that my actions conform to the terms of my duties. First, I can start with product knowledge, carefully analyze market information while understanding product knowledge, and make marketing plans in time. Secondly, I often communicate frequently with sales staff in other regions, analyze the market situation, existing problems and countermeasures, so that in my daily work, after receiving the tasks assigned by the leaders, I actively start and finish the tasks on time on the premise of ensuring the quality of work.
Third, clarify the task objectives and strive to complete them on time with good quality and quantity.
At work, I have always known that only the superior-subordinate relationship, both internal and external alike. I must not be careless or negligent in the work arranged by the leaders. When accepting the task, on the one hand, I should take the initiative to understand the intention of the leader and the standards and requirements that need to be met, and strive to complete it ahead of time within the required time limit. On the other hand, I want to actively think about and supplement the marketing model.
Fourth, the current market analysis
Only one customer works in X, and X gets three goods every month. Take three items in x month. Tiopronin injection is economically backward in X Ming and X areas. But the market potential is huge. Generally speaking, the X market is developing better than the X market. Market X: A customer of Cefoxime Chewable Tablets made in X, and got two pieces in X. Market X: Cefoxime Chewable Tablets has three customers in X, and Tiopronin Injection has customers in X respectively. Among them, the cumulative annual sales volume of X Kang Xin reached X pieces, but the sales volume in other regions was not ideal. Judging from the above sales data, X basically belongs to a blank market. Cefexoxime chewable tablets are basically blank in X, and tiopronin accounts for less than one-third of the market share in X. From the economic and market norms of the two places, X has advantages over X, and from the product structure, Cefexoxime chewable tablets are going to the terminal. Tiopronin injection and betaxolol hydrochloride eye drops can only be used clinically. (All clinical varieties need to win the bid when they enter the hospital, and the early development time is long). The situation is also quite grim.
V. 202 1 Regional Work Ideas
1, for old customers and regular customers, we should always keep in touch and do a good job in customer relations.
2. While having old customers, we should constantly obtain more customer information from various media. (suggestion: all ways to contact the outside world are ok; Such as x)
3. If you want to have a good performance, you must strengthen your business study, broaden your horizons, enrich your knowledge, adopt diversified forms, and combine learning business with communication skills.
Six, this year, I have the following requirements for myself.
1. More than X new customers should be added every week, and there should be X to X potential customers.
2, weekly summary, big knot once a month, see what mistakes in the work, timely correct next time.
Before meeting the customer, you should know more about the customer's status and needs, and then make preparations, so that you may not lose this customer.
There should be no concealment and deception from customers, so there will be no loyal customers. On some issues, you and your customers always agree.
We should constantly strengthen our business study, read more books, consult relevant information on the Internet, communicate with our peers and learn better methods and means from them.
6. Work attitude towards all customers should be the same, but don't be too modest. Make a good impression on customers and establish a better image for the company.
7. When customers encounter problems, they must try their best to help them solve them. In doing business, we must be a man first, and let customers believe in our work strength, so as to better complete the task.
8. Self-confidence is very important. Always tell yourself that you are the best and you are unique. Only by having a healthy, optimistic and positive work attitude can we complete the task better.
9, and other employees of the company should have good communication, team consciousness, more exchanges and discussions, in order to continuously improve business skills.
10. For this year's sales task, I will try my best to complete the task of RMB 10,000 per month and create more profits for the company.
This is a summary of my work this year. There will always be all kinds of difficulties in work. I will ask the leader for instructions, discuss with my colleagues and work together to overcome it. Make your greatest contribution to the company.
Annual Work Summary of Medical Devices in 2020 (III) Medical devices refer to instruments, equipment, appliances, in-vitro diagnostic reagents and calibrators, materials and other similar or related items directly or indirectly used in human body. Below I have compiled a year-end summary of medical device sales for you, hoping to help you.
After a year of hard work, with the strong support and cooperation of the marketing department and managers, we have made great progress. Here, on behalf of the company's sales in area X, I would like to express my heartfelt thanks and sincere greetings to the business personnel, managers and bosses who are fighting in the front line of sales: you have worked hard! At the same time, we also express our heartfelt thanks to the marketing department, the finance department and the front desk for their strong support and cooperation in the sales system.
Looking back on 2020, we will devote ourselves to tapping the potential and increasing efficiency of Anhui's customer relationship, and take the initiative to create VIP customers with efficiency as the center. During this period, our biggest gain is to enhance the sense of interest and responsibility of the sales system from the inside out. However, under the influence of the environment and policies of Anhui medical reform, it has not been well reported. It can be said that it was a very difficult year.
I. Sales Performance in 2020
XX DR 1, XX CT, tt DR It completely failed to meet expectations, and most of FY's VIP customers basically did not happen. The market is extremely depressed.
Second, a year's work.
1. Conference reception: Anhui District * * * received X batches of customers; In particular, the large-scale meeting in country X has overcome many unimaginable difficulties that other work cannot touch. Under various pressures, they successfully completed their work and made important preparations for the development of customer relations.
2. On the issue of personnel relations, X batches of X people were recruited for the company, and the company finally left X people. Although there is no output for the time being, they have obviously seen sufficient progress, especially the improvement of their sense of responsibility. I believe that in 13, they will prove themselves by creating benefits for the company with practical actions.
Third, the main problems existing in the current sales work
1. Due to the poor binding and blindness of the annual expenses of 20xx, it has brought negative impact on the benefits and the interests of the company. After several suggestions to manager X, manager X and accountant, I have been strict with myself on expenses, which has improved the rationality and scientificity of expenses, and achieved good results after 20xx years of operation. However, due to my poor grasp of the overall situation, the cost control problem can not achieve my expected purpose. For example, how to solve the problem of how to grasp customers' preferences and choose the most cost-effective gift, because every preparation is in a hurry and not fully considered, which leads to a lot of unnecessary waste. I will make good preparations next year, and I must strictly control the expenditure to maximize the benefits!
I really want to take this opportunity to look back and take this as an example. I hope new employees can follow my example and don't take detours in the future. Any written documents provided by the company should be strictly examined, especially in the contract, even if it is word for word, its accuracy should be determined. Because, especially in numbers, the decimal point is wrong. The company will bear huge extra expenses. With one more optional software, people who are not taken care of by the hospital will bargain with us, and the company will bear huge extra expenses. I summed it up. Looking carefully is the first step and the second step. If you don't understand, you don't understand. Ask at the first time, solve it at the first time, mark it well, and never take the mistake out of the company.
I analyze the reasons for this situation as follows:
A, the impact of the environment, Anhui medical reform, banned the purchase of any large medical equipment. There is no way to control it, resulting in many orders aborted and unable to proceed as planned.
B. For VIP customers, the competition is becoming increasingly fierce, and many pharmaceutical companies have entered; Because of the cooperation with hospitals all the year round, the operating cost is low, and relatively speaking, the coverage and effect are high, which can not be ignored.
C, social relationships are not enough to attract customers. As we all know, with strong social relations, there are strong products and strong enterprises, which will undoubtedly occupy a favorable position in the competition process. Due to the lack of social relations, it will undoubtedly increase sales expenses, especially for competitors such as Philips and Toshiba, who are like stealing chickens and dogs but can firmly control the hospital.
D, lack of planning for project investment. My investment in the project lacks the necessary analysis and judgment in the early stage and the grasp of all links in the process. Often progress to the late stage of the project, found many problems. If I don't follow my mistakes, all my efforts will be in vain, which will make it difficult to ride a tiger. However, some projects that really need investment lack capital and energy input. I can't grasp the business expenses accurately, but at least I need to make a decision after comprehensive consideration.
Third, the problem of team.
1, lack of communication between supervisors and subordinates makes it difficult for employees to fully understand the decision-making intention of the company, and employees underestimate the difficulties of the company and the office, resulting in management dislocation.
2. Without a thorough summary of the failed projects, one salesman made a mistake and made repeated mistakes on another salesman. Can not reflect the team role of the company.
3, the analysis of competitors is not much, limited to individual projects, the reflection of individual salesmen. There are few opportunities to collectively study competitors' strategies and products.
3, the salesman alone. The business development of a region depends too much on the ability of a salesman. In other words, the business level of a salesman is the market development level of a region. Under the current situation of many new colleagues in the company, it is impossible to form a strong market development situation.
4. The learning knowledge is weak, a good learning atmosphere is not formed, and the technical level cannot represent the professional technical level of the company.
5. The loss of business personnel leads to recruitment difficulties and affects the company's regional and performance stability.
6. Due to the lack of experience in large-scale project operation, the overall resources of the company have not been fully utilized.
It's not good for me to ask these questions that plague the team and individual sales work today. After this year, we must do things in a down-to-earth manner and seek our own future development path after experiencing the pain of flesh and blood.
IV. Plans and implementation measures for next year and beyond.
Next year, that is, 202 1, the company's sales performance indicators are as follows. The target for next year is X million, and the target for next year is X million.
When the index is put forward, everyone will feel high, but this is forced by the market form. Fierce market competition has forced us to come to this step. To reach the profit point of last year and the year before last, we must focus on specialization, give full play to the advantages of brands and sales teams, and maintain or improve the profit level of the company's sales system with the increase of total orders and the expansion of market share. To this end, my central task next year should be to order X VIP customers specially, and the distribution awareness and search work must be strengthened.
In the past, our company was like a carriage, and all kinds of resources were like horses pulling carts. The weight of the carriage is not too heavy, but the horse pulling the carriage pulls in all directions for a little immediate benefit. As a result, the car can only go slowly in one direction and then go in the other direction. After walking for a long time, I didn't make much progress. Today, we are facing such a fierce competitive environment. What we need to do is to make clear the direction of the carriage, so that every horse can drive in one direction, and at the same time, load it reasonably and let the carriage run briskly.
Through the analysis of 20xx annual orders, our direct sales account for 90% of the company's sales. This means that the company's distinctive style is not enough to attract every customer. I won't analyze it here for the time being. Is it the price? What about the quality reasons? Or is it the sales method? But at least we can see that GE's brand effect and strong sales force should be the most important. How to give full play to the power of the sales network and improve the brand effect of GE is the key for us to achieve higher total performance and successfully complete the sales plan next year. Scope sales can not be achieved by simply increasing the number of people or areas unilaterally, but by grasping the market, brand, personnel, quantity and quality organically, forming a strong sales force.
To achieve this effect, we must first solve the problem of salesmen fighting alone mentioned above. The salesman's single-handedness has a great influence on the development of our secondary market. Salespeople working alone is tantamount to disorganization. As a result, salesmen with different abilities lack cooperation and cannot make full use of the abilities of salesmen with their own strengths. The lack of coordination between salesmen in different markets makes the market artificially divided and it is difficult to form a unified big market. At the same time, it is also very likely that there will be friction between adjacent markets because of interests. Once the market is firmly branded by the salesman, its potential will be limited by the salesman's ability. Another harm of individual combat is to highlight the individual role of salespeople and dilute the group role of salespeople. Personal strength is always limited. If we can't organize the salesmen into a group to play a role, it means that we lack explosive power in our business work and can't form a strong sales force, which has a great influence on whether we can occupy the market for a long time. Therefore, next year's market decomposition, we hope to be organic, and give full consideration to the mutual cooperation between different markets and salesmen, especially for the development of the secondary market, the marketing department and the manager must play an effective role in organization and coordination, so that the team can operate at a high speed and effectively, and give full play to the role of "1+ 1 >:2".
Need support from other aspects of the company. The task next year is arduous, and there are many things to do. To complete the sales plan, it is impossible to grasp a sales system alone. Earlier, we talked about the idea of "Doma working hard in one direction", which is to hope that the company's top decision makers will make up their minds and fight the flag in this direction. All departments and armies will no longer look around, but Qi Xin will advance wave after wave and will not give up until he reaches his goal. Why do you want to do all this? Thanks to our team!