The second question: because I just graduated, as long as I majored in pharmacy or marketing, I have advantages in entering a foreign company. Learn English well and attend more lectures, because medical representatives often have to do academic promotion. It is the future to stay in a foreign company for three years and join a domestic company as a manager after having experience. For domestic pharmaceutical companies, you should choose those with R&D capabilities, and there are many varieties of new special drugs.
Finally, I will copy one for you!
A day for medical representatives
Zhang Lei is a medical representative of a large multinational pharmaceutical company. He is responsible for promoting a special drug used by cancer patients during chemotherapy.
Zhang Lei got up before 7 o'clock this morning. At 8 o'clock, he rushed to a third-class first-class hospital in Dongcheng District, Beijing, waited outside the surgical ward, and said a few words to the doctors before they patrolled the ward and walked to the operating table. "There are surgeons at this time every morning, and the key doctors are there and can see." Zhang Lei said, "So I put the most important thing every day at this time."
The medicine that Zhang Lei is in charge of has been prescribed by this department for more than a dozen times this month. At 8: 00 (10), Zhang Lei found an attending physician in the department and began to ask him about his feelings and overall evaluation of the use of this drug. By the way, he paid attention to several chemotherapy patients who took medicine last week, what their respective effects were and where their side effects were. "The exchange of drug information is the main part of our work." He told the author that the process of asking doctors about drug use is actually the process of impressing doctors on your drugs. "From the doctor's feedback, the situation is not bad, and the drug effect is basically stable in the patient's body, so we can continue to observe."
Later, Zhang Lei found the department director who was preparing for the operation. The director has been invited to attend the academic seminar to be held by Zhanglei Company that evening and give a keynote speech. Zhang Lei finally hammered out the theme of the report with the director in a few words.
At about 8: 30, Zhang Lei knocked on the door of the first-line doctor's office. 10 minutes, he wrote down several questions of these doctors in the process of clinical medication, and promised to give a reply next week; Then, I left them two copies of medication tips and medical wall charts printed by the company. Before leaving, Zhang Lei did not forget to put the small gifts made by the company's marketing department-10 post-it notes with drug labels and 1 boxes of prescription pens in the department for doctors to use. "In international industry terminology, these are called' brand reminders', but they must be limited to the needs of doctors' work, and they cannot go far. "
It's almost 9 o'clock. The busiest time in Zhang Lei in the morning is over. It's time for the doctor to go to the operating table. He can finally catch his breath and start to "jump ship".
"We also want to see a physician, but we don't have to' grab time' like surgery." Zhang Lei told the author that because there is generally no surgery in internal medicine, if the doctor is not out of the clinic and is interested in chatting, he can sit in his office and chat for a long time.
According to Zhang Lei's experience, the director of internal medicine should be idle in the office this day. So, he brought the papers published by the company and the compilation of internal medical journals to the director and talked with him for 40 minutes. "Many times, the doctor will chat with you like a friend, but you can't always be taken away by the doctor. You have to consciously insert the information you want to convey in the conversation. " Zhang Lei said, "For example, I will mention the latest experiment of this drug abroad in chat, reminding doctors that the advantages of this drug have been proved again, or it can be used in a certain group of people. In short, bring new things to doctors. "
At noon 1 1, Zhang Lei left the ward area and strolled to the outpatient department, waiting to meet the deputy director of internal medicine who was about to finish the outpatient service, and sent him an invitation letter to the seminar in oncology. "Because it is close to lunch time, this kind of visit time is generally not very long. Sometimes I ask the doctor to have dinner together, and the doctor sometimes accepts and sometimes refuses. " Zhang Lei said that generally speaking, he eats by himself more often. "Generally, I find a restaurant to eat a business meal of 20 ~ 30 yuan."
Sometimes, Zhang Lei will make an appointment for a "departmental meeting" at lunch time. Doctors eat at this time, I think. Zhang Lei told the author that the department meeting is generally to gather all the doctors in a certain department into a small conference room and hold a drug introduction meeting. "However, every doctor is usually too busy to get together, so most departmental meetings will be arranged at mealtimes." At this time, Zhang Lei will order a box lunch for the whole department at KFC or Yoshinoya near the hospital one day in advance. Before the meeting, he will also install a projector and distribute PPT materials with colleagues. While the doctor was eating, Zhang Lei stood on the stage and spent 10 ~ 20 minutes explaining a set of drug propaganda films approved by the company around the world. By analyzing the test data, he introduced the characteristics of drugs in all aspects.
"After the lecture, doctors will also ask questions on the spot if they have any questions, such as' What you heard at the last meeting is different from what you said this time' or' Why are the results of the two clinical trials different? Can you explain?' There will be all kinds of problems. "Zhang Lei said," on this occasion, the medical representative is the leading role. If there is a difference in the level between different representatives, it is often reflected here. In the face of the doctor's questions, if you can answer the doctor convincingly, your professionalism is ok. "Zhang Lei said that the normal time for departmental meetings is half an hour. He usually "leaves" the meeting room before the doctor finishes eating, and then thinks about his lunch.
In the afternoon, Zhang Lei rushed to another hospital to "copy" the morning process. During this period, it is also his duty to occasionally copy documents for doctors and go to the post office to pick up parcels and other private affairs.
At 5: 30 in the evening, Zhang Lei took a taxi reserved for the surgical director who attended the seminar that night. He returned to the hospital in the morning and took the director to the Beijing International Conference Center. When the director gives a keynote speech, Zhang Lei below is responsible for taking care of other doctors and recharging himself. "Seminars are generally about the progress in the field of cancer treatment. Our drugs are closely related to it, but we can't directly advertise. " Zhang Lei said, "Doctors actually pay more attention to the platform function of seminars, because they can communicate with their peers, update their knowledge and even catch up at the dinner table." After the meeting at 8 pm, Zhang Lei arranged a car to take the director home. When he entered the room, he pointed to the hour hand at 9 pm and ended the day's life.
Zhang Lei is not so busy every day, but on average, he has to see more than a dozen doctors every day and "move" to 1 ~ 2 hospitals. Although he tried to obey the rules, he still had to take his chances when he wanted to see a "too busy" doctor. If you are lucky, you can take turns to see the relevant doctors in the six hospitals he is in charge of within one week. Zhang Lei has been in the business for less than two years. As a representative of primary medicine, his monthly salary plus benefits is about 1 000 yuan. Every quarter, according to the completion of indicators, there will be quarterly awards ranging from several thousand yuan to tens of thousands of yuan. If the results at the end of the year are particularly outstanding, there may be opportunities for exchanges abroad.
"Most of my peers don't work like me."
Zhang Lei's days seem to have moved away from the low-end, profiteering and secret image of medicine in the public mind. Zhang Lei himself admitted: "Most colleagues don't work like me."
Zhang Lei's friend Liu Wei works in a large and medium-sized state-owned pharmaceutical company. As a medical representative, her day is obviously not as busy as Zhang Lei. Liu Wei is in charge of a gastrointestinal drug, with a retail price of tens of yuan. It is essentially a generic drug. Most of them don't go to the ward, but are prescribed to patients through outpatient doctors. Therefore, Liu Wei has two busiest periods every day: the short interval of changing her white coat before the doctor makes a house call, and half an hour after the doctor makes a house call. "Before the doctor makes house calls, he can give you five minutes. We usually have face-to-face talks. If we have something to say, we have to get familiar with it. " Liu Wei told the author. After that, she basically stopped going to the outpatient clinic, but after each outpatient clinic, she would check the amount of prescriptions prescribed by each doctor from the hospital computer through her "channel", and then charge each piece and return a box of medicine to the doctor 10 yuan.
In addition, Liu Wei's company will hold academic seminars in the gastrointestinal field, and sometimes sponsor doctors to hold lectures on gastrointestinal health for the public. "On this occasion, my work is similar to that of Zhang Lei, and I am quite busy." She said.
In Liu Wei's view, the core of her work is to fight the number war, but "it will not have any impact on the health of patients." "Because the hospital stipulates that drugs with the same molecular and curative effect can enter two kinds of goods, my task is mainly to PK off opponents. As for whose medicine the patient uses, there is actually little difference. " She said, "Moreover, I am a generic drug, and the price (referring to the retail price that patients get from the hospital-author's note) is not high, and the amount that each doctor can prescribe every day is limited, so I have to contact more doctors than medical representatives who make special drugs, and win by quantity."
Liu Wei's income is higher than that of Zhang Lei. Her monthly salary and welfare are10.5 million yuan or more. Counting the quarterly award and the year-end award, her annual income is about 200,000 yuan.
Another colleague of Zhang Lei, Xiao Wang, is a representative of a medium-sized private pharmaceutical company, who is responsible for selling an antibiotic produced by the company. Xiao Wang told the author on the phone that there was no word "seminar" in his time. In fact, his work is measured by months: bargaining at the beginning of the month and making money at the end of the month. Different doctors give different "rebate prices". "When you meet a famous doctor with a large number of outpatients, the' prescription fee' will be higher. I will also lower the price when I meet a little doctor who can give something. " Xiao Wang revealed to the author that some of his colleagues paid thousands of dollars in cash to the doctor at the beginning of the month and made up the difference according to the actual sales at the end of the month. "It's simpler, and doctors welcome it."
Regarding income, Xiao Wang is secretive and only says "a lot, but every representative is different" in general. Under the author's questioning, Xiao Wang said: "On average, you can earn 200,000 to 300,000 a year, and a good year is 1 10,000."
One day, Zhang Lei, Liu Wei and Xiao Wang reminded that the medical ghostwriting industry is not only "deep", but also "water quality". Zhang Lei described the industry ecology in his eyes with "all mud and sand", and he thought it was different in quality, medicine field, promotion means and income level.
Zhang Lei told the author that among his peers, from multinational pharmaceutical giants to small pharmaceutical factories in county towns, there are both medical doctors and junior high school graduates who are in charge of medicines, including special medicines in the fields of tumor and orthopedics, as well as common medicines such as cold medicines and antibiotics. There are also significant differences in promotion methods, such as the commitment to abide by the code of conduct for drug promotion formulated by RDPAC (Pharmaceutical R&D Industry Committee of China Association of Enterprises with Foreign Investment) on the basis of IFPMA (International Federation of Pharmaceutical Enterprises Associations), and to ensure that it does not violate the principle of "no cash shall be provided to doctors in any form, and medical promotion must be accompanied when doctors are invited to eat, and each meal shall not exceed 300 yuan". If a small number of customized gifts are given to doctors on legal holidays, each piece must not exceed the self-discipline red line such as "200 yuan", and 90% of them are "unrestrained" to accompany doctors to eat and sing money.
"Generally speaking, the higher the technical content of drugs, the higher the requirements for the scale and research and development capabilities of production enterprises. These enterprises will also hope that their representatives have undergraduate or even graduate degrees, otherwise they are not qualified to' preach' to doctors. " He said, "The further down, the lower the threshold for manufacturers to recruit representatives, the easier it is for representatives to mix, and the less standardized the means."
At present, in China, medical representatives who use "illegitimate material interests" to influence doctors to prescribe drugs, according to the estimation of Mingde Yu, president of China Pharmaceutical Enterprise Management Association, in an interview with China Youth Daily, "say nothing accounts for the vast majority, or at least it is very common".
However, as medical representatives have not been included in the People's Republic of China (PRC) Occupational Classification Ceremony so far, their professional status is still "black households", so the total number of this team that deeply affects the health of ordinary people is puzzling. However, both China Pharmaceutical Enterprise Management Association and RDPAC said that this figure is conservatively estimated at 654.38+00,000.
Like Zhang Lei, the company is a member of RDPAC, and needs to receive the training of "qualification certification of medical representatives" within the association, obtain the professional training certificate, and promise to abide by the code of conduct for drug promotion. According to the data provided by RDPAC, by the end of 20 10, there were only more than 27,000 people in China. In other words, drugs like Zhang Lei account for up to 3% of the whole industry.
"It should have been a drug information disseminator, but now it has become a marketing public relations."
The profession of medical representative has a history of more than 40 years abroad, and it is a noble and decent profession on the whole. Because its core task is to "transmit drug information and collect clinical feedback", it is regarded as a bridge between drug manufacturers, hospitals and doctors by the industry. Since this imported product was introduced to China by foreign pharmaceutical companies in the late 1980s, it has been imitated by domestic pharmaceutical companies, and has taken root in China for 20 years, becoming a familiar concept for ordinary people. At the same time, the word "medical representative" has gradually changed its flavor in China, becoming less academic and more smelly, and even becoming the "image spokesperson of profiteers" in the eyes of the public.
"The ideal medical representative should be the disseminator of drug information to help doctors use drugs better and safer." Mingde Yu said. Cai Zeng, vice president of the Chinese Medical Doctor Association, vividly said: "Doctors are soldiers, medicines are weapons, and medical representatives are people who explain, explain, publicize, promote and even assist you in using weapons."
Zhang Lei has a strong sense of identity with this metaphor. He believes that it is not only legitimate for medical representatives to introduce "weapons" to doctors, but also very important for patients. Because in his view, medical representatives are not mysterious, but just a kind of "special salesman": only what they promote is closely related to everyone, and the doctor's opinion is the important or even the only reference for patients who finally "pay the bill". "But doctors are very busy, especially doctors over a certain age. Although they are professionals, they don't have time to know every new drug in detail, especially in the fields of tumor and cardiovascular. A new drug that is generally proved to be "more effective" in the world. If doctors don't know it themselves, there is almost no possibility for patients to use it. " Theoretically, medical representatives should "synchronize" doctors' knowledge of drug use with the latest development of the pharmaceutical market in the shortest time. In this way, the doctor can not only diagnose you, but also know which weapon can cure you, instead of being helpless and anxious in the face of your illness. "
"Now, the role of drug information disseminator seems to be replaced by marketing public relations." Zhang Lei sometimes misses the "good old days" as the company's predecessors said. He told the author that in the 1990s, there were less than 20 medical representatives in China, all of whom were "half experts" in their respective fields and were highly respected by doctors. When the national average wage was only a few hundred yuan, the wage level was almost the same as it is now, and it was definitely an enviable occupation. "But now, once my girlfriend introduces me to outsiders as a medical representative, the other party will often look at me first, first express surprise that I am not a wretched uncle, and then ask me if I have sent money to the doctor." Zhang Lei said.
For the "transformation" of the role of medical representatives, Mingde Yu summed up the reasons with "overcapacity and insufficient innovation ability". He told the author that there are 4,693 pharmaceutical companies in China, but apart from a few multinational pharmaceutical companies, the "vast majority" of local pharmaceutical companies produce generic drugs, and few can independently develop "exclusive products". "When dozens or even hundreds of companies produce almost the same drugs, the role of doctors and hospitals is very great. Whoever writes medicine with a doctor's pen is his medicine. I can buy anyone's. Why should I buy yours? He pointed out that in this context, manufacturers' demand for medical representatives is often "marketing" and there is little academic promotion. " White cats and black cats, performance is a good cat ",and some irregular behaviors will occur in the process of pursuing performance.
Zhang Lei told the author that in the Chinese-style medical "business war", every representative must strive to break through two barriers: First, try to get his own medicine into the hospital pharmacy, and then "urge" doctors to prescribe it, so as to drive the total sales.
Xiao Wang confirmed to the author that he is the busiest when the hospital decides to take medicine every year, except at the beginning and end of the month. From the "bill of lading" of the director of the department, the audit of the director of the pharmacy department, the audit of the dean in charge of business, and the submission to the pharmaceutical affairs Committee for discussion and voting, he has to communicate in every link. "If necessary, it must be dredged. A link will cost 8,000 yuan, sometimes more." He said, "It cost a lot of money to go to the hospital, even if a box was not sold." As for academic promotion, Xiao Wang said that he just gave the doctor a manual. "The doctor knows very well that I don't need promotion and I don't have time to fix those imaginary things."
Mingde Yu said that the original intention of medical representatives should be to bring new knowledge about medication to doctors. If there is nothing new, there is no need to see a doctor often. "However, the homogenization of China's pharmaceutical market is too serious and the innovation ability is insufficient. Some drugs can last for decades. Therefore, most of the domestic medical representatives are working in the business sector. If measured by the standard of' drug information disseminator', most of them do not meet this requirement. " He said. Moreover, at present, there is no set of mandatory rules for medical representatives in China. When most representatives are unscrupulous in the cruel business war, the most likely outcome of "obeying the rules" is to disappear. Fighting for the best often turns into "fighting for money".
Drugs made in Zhang Lei are "exclusive products". Basically, it depends on the quality of drugs and the scientific and technological content of research and development. Most hospitals will also purchase goods without "doing work", so the competitive pressure is relatively small. However, Zhang Lei revealed to the author that his identity was not pure. "Due to the insufficient protection of domestic patents, domestic imitations can not only be sold publicly, but also the price is less than half of the original drug, and the marketing methods are much more flexible than ours, which has a great impact on us." He said that in this big environment, even the medical representatives of foreign companies who hold the original research drugs are difficult to "be independent" and must act as a combination of academics and promoters. "Sometimes, we will also' muddy the water', including giving kickbacks directly to doctors."
Compared with domestic imitations, although the retail price of Zhangleite medicine is above 1000 yuan, it is still difficult to call it "profiteering" because the research and development expenses account for a large part. According to Zhuang Xiangxing, chairman of RDPAC, it takes an average of 10 ~ 15 years to develop a drug, and it takes about1200 million dollars to screen tens of thousands of possible compounds. Even so, there are only a handful of "lucky people" who can finally be approved for use. "However, if I am a generic drug, the research and development expenses can be basically omitted, and the production and operation costs are often very low. Therefore, even if I take out a large part of my profits and share them with middlemen, hospitals and doctors, I can still earn a lot of money. " Zhang Lei said, "Although the absolute price of the original drug is generally high, from the perspective of input-output ratio alone, generic drugs are obviously more profitable."
"There are too many interference factors in the prescription."
For ordinary people, the "special salesman" who represents medicine sells medicine after all, and it is carried out through hospitals and doctors. In most cases, patients have no room for doubt. "What the doctor says is what it is." If all medical representatives try their best to keep up with their performance, patients' money and even their health will be sacrificed. Zhang Lei also admitted that many medical representatives did "contribute" to interfering with doctors' prescriptions and pushing up drug prices.
"It stands to reason that doctors' prescriptions should all meet clinical needs, mainly considering the patient's condition, willingness and endurance, and not doping personal interests." Zhang Lei said frankly, "But now, medical representatives let too many interference factors affect the prescription. Doctors often consider what it means to him personally before prescribing drugs, rather than how to be the best for patients. "
He told the author that as far as he knows, a medical representative can not only directly drag the doctor into the water through "kickbacks", but also his reputation, friendship and goodwill may become factors that doctors consider when prescribing. "In fact, almost all medical representatives now need to speculate and meet the various needs of doctors." Zhang Lei revealed, "As for how much doctors are affected, it varies from person to person."
For example, he said that experts and doctors in some big hospitals value their famous festivals in the circle relatively and are not short of money. Some will deliberately keep a distance from the "rebate" medical representatives. "What they value more is the efficacy of the drug itself, the reputation of the manufacturer, and the professionalism of the medical representative." Zhang Lei said that if they felt that the representative was "competent and convincing", they would be willing to recommend your medicine to patients.
Some doctors avoid explicit money transactions, but hope to improve their reputation inside and outside the circle. "At this time, the role of academic conferences or expert lectures will be reflected." He said that by sponsoring the conference, pharmaceutical companies helped doctors cultivate a group of "fans", which was equivalent to giving doctors an intangible wealth.
"Some medical representatives are good at what they like, or simply have a good relationship, can get along well with doctors, and even cross the gap between' representatives and customers' to become' buddies', so doctors will naturally give priority to taking care of friends when prescribing." In the industry, this is considered as "the highest realm of medical representatives".
In Zhang Lei's view, although these influencing factors are various, they will eventually be "fed back" to a thin prescription prescribed by the doctor, and the patient will "pay the bill". "In fact, some influencing factors are the duties of medical representatives, such as giving lectures to doctors. Friendship is also a by-product of work. Whether it is' legal' is difficult to define. The key is to have a basic career bottom line on behalf of yourself. " He said, "The problem now is that some representatives will form an interest alliance with some doctors for performance, regardless of patients' health, prescribe some drugs with unknown sources and insufficient efficacy, or overdose them. This is very despicable."
Zhang Lei believes that it is not an exaggeration to call these medical representatives "black-hearted pharmacology". Although the drugs that some representatives are responsible for are good in themselves, in the environment of homogeneous drugs, they have to pay a lot of marketing costs such as kickbacks, treats and gifts. These expenses will eventually be counted on patients, and medical representatives will intentionally or unintentionally act as "accomplices" of high-priced drugs.
"The production cost of many drugs is very low, but in the hands of patients,' worth' often rises several times or even dozens of times." Zhang Lei told the author that besides the profits from intermediate links, there are many contributions from "entrance fee" and "prescription fee", and the drug rebate rate varies greatly in different fields. "Low energy accounts for 3% ~ 5% of the retail price, and high energy generally accounts for 20% ~ 30%." He said: "I know a person who has been a representative for five years. The highest rebate rate she has ever seen can reach 40% of the retail price. "
Although there are many interference factors, according to Zhang Lei's understanding, doctors who are neither angels nor demons still account for the vast majority in the process of prescribing drugs. "Most of the doctors I have contacted will actually consider it comprehensively when prescribing drugs." He said that on the basis of considering the patient's condition, willingness and ability to pay, material interests, reputation and friendship should be regarded as "extra points". And it is difficult to tell which part of the medicine is for "commission" and which part is for friendship. "There is no balance between conscience and interests. There are also doctors who only recognize money, but in regular hospitals, there are actually very few. "
Zhang Lei also reminded the author that prescribing by doctors is not as simple as the public imagined. "For example, every specific medicine I make must be imported from the United States, with stable curative effect, but it is also more expensive. If patients can't get medical insurance reimbursement and their own economic conditions are difficult, doctors sometimes advise them to use generic drugs with similar ingredients but relatively low prices. " He said it was understandable. It is not necessary to open domestic generic drugs, but they all receive "benefits".
Medical representatives quickly meet the requirements of doctors for "remuneration income"
For the future, no matter Zhang Lei, Wei Liu or Xiao Wang, they are all confused. Zhang Lei is worried that "bad money drives out good money" because medical representatives who don't follow the rules have low cost and high income; Liu Wei works in Beijing, "the income is not too high, and my heart is always entangled"; Although Xiao Wang has a house and a car, he doesn't know how long the good days will last. "Just live in the moment."
Mingde Yu believes that the reason for this situation is that China has long lacked a management and restraint mechanism for medical representatives. "Medical representatives are the product of reform and opening up. In the process of the formation of China's market economy framework, the norms for this group of people are one step behind. " He said that China not only has no "entry threshold" for medical representatives, but also has no recognized code of conduct. The field so closely related to the people is actually a group of "marketing public relations" arenas with uneven quality and gray means.
"Representatives who have professional knowledge and abide by the code of conduct for drug promotion, although the current proportion is very low, should be the future direction." Mingde Yu told the author. At present, China Pharmaceutical Enterprise Management Association is cooperating with RDPAC, hoping to extend the internal certification system and drug promotion code of conduct of RDPAC to more than 4,000 domestic pharmaceutical companies nationwide. Although there is no specific timetable, according to Mingde Yu, it has received a "good response" within the association, and the Ministry of Health also expressed its support. "I hope it will become a mandatory rule for the whole industry in the next five years."
Director Wen of RDPAC, who is in charge of the medical representative qualification certification project, also told the author that he is very optimistic about the prospect of this cooperation. Because "introducing thresholds and rules" will create a win-win situation for doctors, patients and pharmaceutical companies. Although it will take a lot of time and energy, it will be worthwhile in the long run. "Especially domestic pharmaceutical companies can get rid of the excessive burden, potential risks and bad image brought by disorderly competition. Most importantly, patients are also expected to get more suitable treatment with reasonable money. " He said.
Wen Xiaochun made a metaphor by driving: "A person who doesn't obey the traffic rules will definitely run faster than a person with good driving skills, but it is also easy for everyone to' traffic jam' together. But if everyone follows the rules, not only will the whole traffic be smoother, but the chances of pedestrians encountering traffic accidents will also be reduced. "
Zhang Lei is worried that the threshold and rules spontaneously promoted by trade associations are limited in binding force after all, and "guard against gentlemen and villains". Even if it becomes a national mandatory norm, it will face the problems of difficulty in supervision and evidence collection: "In fact, as long as you enter the doctor's office and lock the door, you can't do whatever you want. Implicit promotion methods such as canceling' rebate' will appear. "
However, rules are better than no rules. "If there is an upper limit for each promotion fee, then in the daily promotion process of drugs, you will always have a string in your heart and will not' throw money' unscrupulously. Once the money is' compliant', the disorderly behavior of many medical representatives can be contained, and the current vicious circle can slowly end. " Zhang Lei said.
In addition, Mingde Yu believes that many bad things on medical representatives are actually a reflection of the system of "supporting medicine with medicine". "Under the background of taking medicine to support doctors, doctors' labor value has not been fully respected and their income is too low. Pharmaceutical companies can often meet the requirements of doctors' salary income quickly, so there are so many benefits. " He pointed out that the standardization of medical representatives should be gradually realized with the deepening of medical reform, so that hospitals can't make money by selling drugs, and doctors can't make money by prescribing. "Pharmaceutical companies are not learning from Lei Feng. It is impossible to expect any medical representative to "get out of the mud and not get stained" without changing the system of taking medicine to support medical care that encourages power to rent. " He said.
Zhang Lei also believes that sometimes, doctors and medical representatives "swear at each other": "If the doctor insists on not, which one will be given?" However, in his view, the increase in doctors' income will only reduce the excuses for doctors to collect money, but it is still doubtful whether it can fundamentally change the irregular situation in the pharmaceutical market.
In Zhang Lei's eyes, the cultivation of pharmaceutical R&D and innovation ability in China should be the fundamental measure to end the low-end, profiteering and secret image of medical representatives. Mingde Yu and RDPAC also made it clear that the innovation ability of China pharmaceutical enterprises is not only a part of China's soft power, but also the direction of the future pharmaceutical market.
Zhuang Xiangxing, chairman of RDPAC, said that the innovation process of each drug is very complicated, expensive and time-consuming. On average, 5000 ~ 1 10,000 patients need to be found in different countries for clinical trials, and only one trial may cost $654.38+0 billion. Today's research and development are all for the potential market of 10 ~ 12 years later. "However, most domestic pharmaceutical companies not only have no R&D conditions, but sometimes even have no awareness of R&D. China's pharmaceutical industry has developed for 60 years and is still spinning in the circle of ordinary generic drugs." Mingde Yu said frankly.
Zhang Lei believes that low innovation ability may bring "petty gain" to patients in the short term, but making money by imitation for a long time virtually shields the long-term commitment of a country's pharmaceutical industry to patients. "From the consumer's point of view, I always hope that a drug is cheap and good, but it is often easy to ignore the most expensive and invisible cost of' research and development'." He admits that all pharmaceutical companies should be profit-seeking, but innovative companies will invest part of their profits in a new round of drug research and development. "For example, for cancer patients, this means that every day you live, one day you will want to see a new drug to prolong or even save your life. But if the innovation ability of all pharmaceutical companies in a country is exhausted, this door will be closed forever. "
Therefore, when it comes to the future, the most powerful move in Zhang Lei's mind is that pharmaceutical companies should abandon the current short-term profit-seeking behavior, try their best to enhance their core competitiveness with the original research drugs, let the competition of medical representatives enter a virtuous circle, and let patients use effective drugs with as little economic burden as possible.
"The government should also play an important role in this regard," he said. In addition to developing the economy and improving the coverage of medical insurance, the government should also actively guide innovation capabilities. "The government should stop focusing on local pharmaceutical companies and only focus on a big taxpayer. In order to support a large taxpayer, give it a baby and let it never grow up. " He suggested, "Why not take it as the hope of China's national pharmaceutical industry from another angle and think that it also has the responsibility to do things well?"
At that time, Zhang Lei thought that it was possible for medical representatives to gradually return to the true colors of information transmission.