pinnacle of power

Hearing Liu Qingyu mentioned the key issue, he hesitated for a while, and then said slowly: "Mayor Liu, generally speaking, different doctors will choose different ways to collect kickbacks, but, according to In my experience, most doctors will choose to go to teahouses for their rebates. Usually at the beginning of the month, our medical representatives will call the doctor and make an appointment in some teahouses to sit down and drink tea. During the process, the rebate will be given directly to the other party, which is a common practice and it is considered open in this industry.”

Liu Qingyu thought for a while and asked, "What are the other ways to give kickbacks to doctors?"

He frantically said: "There are three main methods of rebates. The first one is to give doctors in kind equivalent to the rebate amount, such as gas cards, supermarket shopping cards, foot bath coupons, and festive gifts. This method is mainly applicable to Doctors who don’t have a lot of prescriptions, or those who think it’s more at ease to take money in kind, this kind of doctor often thinks that if they receive money directly, it will insult their professional ethics and feel guilty.

The second is direct cash payment.Doctors generally do not like to accept kickbacks through bank transfers, because bank transfers are more likely to be investigated or threatened by the Commission for Discipline Inspection or evidence collection by medical representatives.This type of kickback is what our hospital representatives encounter the most.

The third way of kickbacks is more subtle. This way of kickbacks is launched by sponsoring academic activities or travel.This method is suitable for VIP doctors, that is, those who have relatively large prescriptions and are experts or high-ranking department directors in the medical field.Generally speaking, normal academic activities are allowed to be sponsored. Therefore, the relevant departments of our foreign companies will apply for fees in the name of sponsorship, part of which will be used to sponsor academic activities, and the other part will be used to pay kickbacks, and some pay more attention to themselves. Safe Doctor will require all rebates to be paid in the form of sponsorships.Because this method is extremely difficult to be found, it is also relatively safe.Even when the Commission for Discipline Inspection investigates and deals with it, there is something to say. "

Speaking of this, he sighed and said: "Mayor Liu, do you know why the prices of medicines are always inflated? Why do patients spend hundreds or even thousands of dollars on medicines every time they go to the hospital? The reason is very simple, because after the medicine enters the hospital, many doctors usually prescribe to patients according to their own needs, not according to the needs of patients. In order to obtain rebates from it, because in most cases, at the beginning of each month, the medical representatives will send rebates to each doctor based on the sales statistics obtained.”

Hearing this, Liu Qingyu couldn't help but widen his eyes. At this moment, Liu Qingyu was really shocked by what he heard now.

However, at this moment, Liu Qingyu was shocked by the news again and again: "Mayor Liu, according to my experience, the root cause of today's inflated drug prices is that every drug that enters the hospital , about 30-80% of the cost is spent in the distribution link. The cost of the drug is very low. Even if the foreign brand has a huge investment in research and development, it usually recovers the cost in one to two years. Basically, the price is 100 yuan a box The ex-factory price of the medicine is about 20 yuan, but the rebates for doctors and hospital leaders at all levels will cost at least 80 to [-] yuan!

To give a relatively simple example, the rebate for antibiotics is paid at about 50% of the price of the drug. It is not difficult to understand why doctors in our country like to use antibiotics. The rebate of 50.00% is generally in the hospital. The price of antibiotics is about 50 yuan, and the rebate for a doctor who prescribes a box is about 20 yuan. Suppose a doctor receives 20 patients a day, and each patient prescribes a box of antibiotics. The doctor can get a rebate of 400 yuan a day. After a month, you can get a rebate of 12000 yuan just for antibiotics! "

Hearing this, Liu Qingyu suddenly became enlightened. He finally understood why the abuse of antibiotics is so common in China!At this moment, Liu Qingyu really didn't know what to say other than anger and wry smile.

At this time, Liu Qingyu suddenly thought of a problem, that is, the status of being in a hurry. He said before that he is a senior manager of a foreign pharmaceutical giant GLSSK, and he got up step by step from a medical representative.

Thinking of his identity as a foreign company, Liu Qingyu suddenly asked: "Up and down, as far as I know, every foreign company has a very strict financial management system, and they firmly claim that they will never pay Any doctor kickbacks, and the company will never have a kickback item in the company's finances, but you said just now that you also give kickbacks to doctors, so how did you do it? Is it true that foreign companies are not allowed to give kickbacks to doctors? ?"

Up and down, he shook his head vigorously: "Don't give the doctor a kickback? This is simply impossible. If you don't give the doctor a kickback, no matter how good your medicine is and how effective it is, even if you enter the hospital, the doctor won't give you a kickback. How can you generate sales if the patient writes a prescription and does not use your medicines? In foreign companies, however, the bottom-up elimination system is implemented. If the performance is always unqualified, you will be eliminated. Even the regional manager is the same!

Of course, the reason why foreign companies so swear that their financial system is standardized and that they do everything in accordance with Chinese laws is actually to avoid risks. Moreover, when medical representatives enter the company, they will sign a document similar to the sales code of conduct. This document requires that the sales behavior be regulated in accordance with the company's rules and regulations, and illegal operations are not allowed. If there is a violation, the legal consequences must be borne by the individual. In this way, the foreign company and the pharmaceutical representative's violations of laws and regulations have drawn a clear legal line. !But in actual work, foreign company medical representatives have many ways to adapt to pay kickbacks to doctors, and foreign company financial companies turn a blind eye to this situation. However, once a medical representative is caught for bribery , then foreign companies will never admit that the bribery or kickbacks were instigated by the company. At that time, they will use the company's rules and regulations and the contract signed with the medical representative to prevaricate. method. "

Liu Qingyu became even more curious: "Oh? Work around? How to work around?"

He went up and down: "This is very simple. The simplest one is personal reimbursement. For example, the monthly reimbursement amount of an ordinary medical representative is 15000 yuan. He can reimburse in a way that complies with the company's regulations. The catering service is reimbursed, and after getting the cash, he will pay 80% of it to the doctor in the form of kickbacks.”

"What if the rebate paid by the medical representative exceeds his reimbursement amount?" Liu Qingyu asked.

"It's very simple. At this time, the medical representative only needs to apply to the manager in charge for the extra expenses. The manager in charge will apply to the superior manager for the expense. After all parties reach a consensus, the superior manager will hold a meeting. After approving an expense, the manager in charge will make a false meeting bill and cash out the cash to pay the kickback. Therefore, although the foreign company stipulates that they cannot directly pay the kickback to the doctor, they have deliberately set aside There are many loopholes, which allow medical representatives and managers at all levels to operate. Therefore, on the surface, all sales behaviors of foreign companies are legal. From a financial point of view, there is no problem, because reporting meetings and sponsoring academics are It is allowed in the system of foreign companies. The most interesting thing is that foreign companies implement linear management. From medical representatives to regional managers, regional managers, directors, and general managers, each level can communicate with the superiors about rebates, so that the superiors can understand The whereabouts of the funds are well known, but in case something happens, just cut off one of the sections. It can be inferred that someone at a certain level below did it without authorization. Find a scapegoat, and everyone else will be fine. This is the survival of employees of foreign companies. It is also one of the ways for foreign companies to avoid risks.”

Hearing this, Liu Qingyu already had a deeper understanding of the cunning of these foreign companies, and he had no choice but to secretly give a thumbs up. The thick black is carried forward to the fullest!It doesn't matter if you don't want to accept it!

But at this time, Liu Qingyu also thought of a question, and asked: "If you say it like this, isn't everyone in a foreign company in danger? Everyone may be pushed out by the superior as a scapegoat? Difficulty Does the medical representative have no choice but to passively accept the fate of the scapegoat?"

He shook his head without hesitation: "It is certain that everyone is in danger, but the risk is indeed directly proportional to the income, which is why many people flock to it. Of course, even the lowest level of medical representatives It’s not like there’s no room for change.”

Hearing this, Liu Qingyu suddenly became interested.

He fumbled and said: "Shortly after I joined the company, I was bullied by the superior once. Since then, I have become more careful. Every time I communicate with the boss about the cost, I will record it. I can’t afford to push it on me. Later I learned that in foreign companies, many salespeople will record when they communicate with their superiors about expenses, discuss with their superiors how to make fake accounts, and even pay kickbacks to doctors. , in case of emergencies. Of course, in order to survive in a foreign company, it is necessary for a medical representative to rely on a reliable superior. You can also help your boss launder money. The more you help your boss do, the more you will earn. Even if you are found by the audit department of a foreign company, your boss will find a way to help you settle it. Because you can save him. "Speaking of this, he added a sentence in a hurry: "Mayor Liu, with all due respect, in fact, foreign companies are the same as your officialdom. They are all about power struggles. Both are cruel, even bloody. .”

Hearing this up and down, Liu Qingyu was speechless.But I have to admit that what I said in a hurry is quite reasonable.

Hearing this, Liu Qingyu couldn't help frowning, and said: "Don't you see any problems with your company's behavior in Luming City when the Luming City Taxation and Industry Department audited your company? Could it be that they So easy to fool?"

Liu Qingyu's question directly pointed to the core of the whole matter. Hearing this question, he fell silent immediately.