A doctor who travels through two eras

Upon hearing Lin Sanqi's concerns about sales, Professor Witt and Professor Anthony both laughed and appeared very confident.

Professor Anthony patted Lin Sanqi on the shoulder and explained:

"Lin, you are Chinese, so you may not be very familiar with the medical systems in Europe and the United States. Whether a drug can enter clinical trials, become a mainstream drug, or even become the drug with the highest sales volume often does not depend on its efficacy."

Lin Sanqi blinked and thought, I might have guessed it. It depends on whether the female drug representative is willing to take the risk or not?
Several people walked around the workshop and chatted about the heavens:

"First of all, our Epyridamole Tablets are a special medicine for pulmonary tuberculosis, with a 6-month cure rate of an astonishing 94%, which is the highest that any other medicine in the world can achieve. This is our first advantage.

Secondly, why do we set up a pharmaceutical sales company? It is because our sales staff need to fully connect with hospitals, departments, and even every clinical doctor. This connection is actually..."

Professor Witte made an internationally accepted gesture, rubbing his index finger and thumb together.

Lin Sanqi understood immediately and said: "money"

"Yes, money.

I have learned about your Chinese medical system. You adopt a planned system.

The hospital will submit a quantity list of how much medicine it will need for the next year to the higher-level health department, which will then compile statistics and provide feedback to the pharmaceutical factory, which will then produce the medicine according to the plan.

This is clean and clear, and does not involve any gray areas. Doctors do not come face to face with pharmaceutical companies.

Pharmaceutical companies and hospitals are not for the purpose of profit. Pharmaceutical companies produce pure drugs, and doctors are not disturbed and can serve patients wholeheartedly.

But we in Europe and America are different.

For example, when you wholesale your anti-tuberculosis drug to us, the price for one course of treatment is $1000. When we sell it, the price is $10000 per course of treatment.”

Lin Sanqi paused and cursed in his heart:
Bastard, I sell it for 1,000, and you sell it for 10,000? Has your conscience been eaten by a dog?

But Lin Sanqi had an agreement with the two professors that he could not interfere with how much the other party sold the goods for, so he could only sulk in secret.

Professor Witte was still introducing himself:

“Of the 10,000 dollars in drug money, it doesn’t mean that 9,000 dollars is directly our gross profit. We still have to share a lot of the pie.

First of all, we have to take out at least 10% of the profits to get through various administrative departments. Any drug that wants to enter the market needs their approval, especially a foreign drug, which has stricter approval.

Drug administration departments like the US FDA, the United States MHRA, France ANSM, etc. all need to be bribed and connected with before they will issue you a pass.

In addition, whether a drug can be included in the medical insurance catalog is also very important. We have to lobby the officials of the medical insurance agency, which requires a lot of money. We can't save money. "

Lin Sanqi was a little surprised:
"Professor, I have heard that officials in European and American countries are honest and enforce the law impartially. Why do you speak so badly of them?"

Professor Witte and Professor Anthony both laughed:
"Hahaha, Lin, you are too naive. All human beings are greedy. Just like when you go to buy beef, even if you don't embezzle the beef, after it passes through several hands, aren't your hands covered in grease?

Besides, foreign capital controls everything, including television, newspapers, radio and other media. Capital and power are twins. Do you think they will publicize that their people are greedy? Don't be ridiculous.

Scandals may only break out during election campaigns when candidates start throwing mud at each other to attract votes or to block a candidate. Otherwise, officials are usually honest and upright.”

Lin Sanqi spat in his heart, all crows are black, and the moon in a foreign country may not be that round.

Professor Witte continued to settle accounts with Lin Sanqi at this time.

He had to make his words clear, otherwise with a wholesale price of one thousand and a retail price of ten thousand, Lin Sanqi might not be able to make more money, and he would definitely feel unbalanced over time.

At that time, they will either raise prices, look for other partners, or simply run out of stock. Neither of these is what the two professors want to see.

Therefore, the Chinese partners must be appeased. “Secondly, we will also take out 10% of the profits for long-term funding of medical associations in various countries, such as the International Union Against Tuberculosis and Lung Disease, the American Society of Infectious Diseases, and the European Pulmonary Society.

I pay for these medical associations to work for me and be controlled by me. All kinds of "Expert Consensus" or "Clinical Guidelines" can be written according to my requirements. This is a community of interests.

For example, the simplest one is that the standard fasting blood sugar for diabetes is 11 points, but if we control medicine and lower this standard to 8 points, will more people be diagnosed with diabetes and more drugs be sold?

If we were to be even more ruthless and change the diagnostic criteria for diabetes to require a fasting score of 6 points, would there be a large number of more diabetics? Would the sales of diabetes drugs go up a notch?
Without funding from pharmaceutical companies, medical organizations around the world would not be able to survive, and those committee members would not be able to hold meetings all over the world, travel everywhere, receive red envelopes everywhere, make a lot of money by giving speeches and doing research.

Similarly, without the Medical Association's "Guidelines" and "Consensus", without an authoritative diagnostic standard and unified drug recommendations, drugs still cannot be sold. How can pharmaceutical companies make money then?
Therefore, medical associations and pharmaceutical companies complement each other and have the same interests. Capital is very necessary to support medical associations. "

In another time and space, Lin Sanqi was just a master's student who was not even qualified to follow his supervisor and enjoy the benefits. Naturally, he did not understand the unspoken rules of the hospital.

In addition, neither Lingnan Tang Chinese Medicine Clinic nor Southern Pharmaceutical Factory has established a public transportation department, and naturally has not funded relevant medical associations.

Thinking of this, Lin Sanqi got an inspiration. He felt that he should also bribe the "Chinese Medical Association" in another time and space, and spend money to make them recommend Lingnan Hall every day.

Professor Witte saw Lin Sanqi in deep thought and thought that the Chinese did not understand the market, so he broke it down and told it to his collaborator:

“In addition, I also need to give at least 10% commission to the hospital administration.

That is, from the director to the deputy director in charge, to the head of the hospital procurement department, the head of the pharmacy, and so on.

We need to give a share of the profits to every hospital department that has anything to do with drugs and every hospital administrator with signing authority so that they will not cause us trouble.

The hospital's administrative staff controls the hospital's purchasing power. Which drugs to use and which not to use, and how much of a drug to purchase, are not decided by the doctors, but by the administrative staff.

So this part of money cannot be saved. Otherwise, no matter how effective your medicine is, if people don’t buy it, it will be useless even if you shout at the top of your lungs.

After all, most of the good hospitals in our country are private hospitals, and they are all managed by professional managers.”

Lin Sanqi can understand this. Foreign professional managers are greedy, and domestic ones, ahem, are not much better.

Therefore, the country once vigorously combated corruption in hospitals for a period of time, but unfortunately the effect was not good. After all, if Zhang San was removed, Li Si who came up would not be a good person either.

Good people want to be the dean? Don’t dream, good people are destined to be hardworking and work hard.

As the old saying goes, all crows are black, and they are the same at home and abroad.

Professor Witte said too much, so Professor Anthony continued to explain:
"Finally, we also need to give the doctors who write the prescriptions and the pharmaceutical representatives a 10% rebate. This is the doctor's personal service fee. The more prescriptions they write, the more they get; the less prescriptions they write, the less they get; and if they don't write, they get nothing.

For example, if a doctor can earn $100 personally for prescribing a box of medicine, then the doctor will have enough motivation to prescribe our medicine without any need to be urged.

The main responsibility of our drug commercial representatives is to count the doctors' personal usage and pay the doctors on time every month. That's it.

However, it is not easy to be a pharmaceutical representative. The public relations expenses they need to spend are very high, and this part also needs to be reimbursed by the company.

For example, in order to get doctors to use more drugs, drug representatives have to treat doctors to meals, invite doctors to travel and spend money, and even the doctors' personal paper publications and housework have to be handled by drug representatives.

There are also some female drug representatives who pay even more, ahem, but this is a private matter and we don’t care.

Therefore, when we recruit pharmaceutical representatives, we usually choose male pharmaceutical representatives who are good at speaking, have high emotional intelligence and are good at communicating. As for female pharmaceutical representatives, we only need two conditions: one is to be beautiful, and the second is to be willing to take risks.

In order for pharmaceutical representatives to survive, their bonuses are linked to sales.

Doctors and drug representatives are one and the same, and this part accounts for about 10% of the profit. " (End of this chapter)