Device Manufacturer

In the current medical device market environment, with the intensification of competition, brand promotion costs, terminal marketing costs continue to soar, manufacturers strengthen internal compliance management and other factors, leading to more than 90% of medical device enterprises to transfer marketing work to dealers, manufacturers provide brand support. Manufacturers put more energy into product R & D, brand planning, marketing promotion, forming a reasonable division of labor in marketing links. To do market prerequisite, we must conduct market research on the market, especially the understanding of competitors. If we don't do market research and don't understand the situation of our competitors, we will not even know the reason for losing the order. Secondly, we should analyze the advantages, weaknesses, opportunities, threats, and find out the problems in developing the local market. To solve these problems, we must make market planning, make marketing strategy map, determine market operation ideas, determine market operation plan, and do PDCA cycle 。 The key to medical device marketing lies in three aspects: how to establish a model hospital or observation hospital, how to maintain the factual customers, and how to mine the hospitals with intention to purchase? Observation hospital: Because of the brand, capital, technology and other reasons, it is very difficult for domestic medical equipment enterprises to become a top three hospital. It is also feasible to only do basic level hospitals and private hospitals. Maintain the developed hospitals and invite interested hospitals to visit. De facto clients (developed hospitals) One is to invest emotionally and pay attention to the places that customers are interested in. The second is to help factual customers solve problems and improve brand reputation and brand loyalty. The third is to realize resale and cross selling to improve work efficiency. Explore the hospitals that are interested in purchasing: Process: collecting information - clarifying roles - recommending products - quoting - displaying marketing aids - reporting - public relations - bidding - Service Information collection: One is to integrate the resources of distributors and visit customers selectively; The second is to pay a return visit to the interested customers in academic activities; The third is to visit the hospital department director introduced by the factual clients. Clarify roles: First of all, we should contact with the Department Director to understand the basic situation of the hospital departments, understand the interpersonal relationship and background of the Department, whether the department director is very authoritative and powerful, whether there is contradiction between the Department Director and the deputy director, if there is, we should do the work of the deputy director, otherwise, the opinions of the Department are not unified, which will lay a hidden danger for the future success. Only after the director and the deputy director of the Department can the order be made. In the same way, the situation of each hospital is different, and the specific situation of the hospital can be learned from the relevant personnel and distributors of the hospital. It would be better to find an internal line. This person must understand the hospital's organizational structure, internal roles and division of labor, understand the whole process of procurement, and be able to know some key things, such as understanding the decision-maker, his family situation, personality and hobbies. Understand the price and relationship of competitors at critical moments. During the documentary period, we have to communicate with the inside line for many times to let him know how to help us, and let him direct us to the next work. Communication with customers is a process from strangeness to familiarity, from familiarity to trust, and from trust to a consensus of values. Recommended products: According to different hospitals recommend different products, according to different communication objects, find different entry points and introduce different contents. Generally speaking, the director of the department talks about the situation of the model hospital, introduces the unique technical advantages and clinical value of the products, the head of the equipment section is concerned about the price and after-sales service, and the president is more concerned about the economic and social benefits. Quotation: Different configurations are recommended for different hospitals and regions, including luxury configuration for tertiary hospitals, standard configuration for secondary hospitals, and simple configuration for primary hospitals. Display of marketing aids: It is difficult to persuade the other party only by oral expression. It must be strengthened with some marketing aids, such as the letter of acceptance, authoritative expert papers, proposals, etc. Report: Interested hospitals should

It is reported that this catalogue is the No.1 announcement in 2017 issued by the national development and Reform Commission. We can not wait to announce it at the beginning of the year, or the No.1 announcement. From this, we can see the importance of the catalogue by the state and relevant departments. The catalogue covers 5 major fields and 8 industries. At the same time, it is subdivided into 174 sub directions under 40 key directions and nearly 4000 subdivided products and services. Specifically, the medical and health industry includes biomedical industry and biomedical engineering industry, and biomedical engineering industry is also the medical device industry. Prior to that, in 2013, the national development and Reform Commission also published the 2013 edition of the directory of key products and services for strategic emerging industries. However, the 2013 edition of the catalogue only covers 125 sub directions of 7 industries and 24 key development directions, with a total of more than 3100 subdivided products and services. Compared with the 2013 edition, the 2016 edition has added one industry, namely digital creative industry. It seems that the development momentum of digital creative industry in recent years is quite fierce. As for the subdivision direction, 16 key development directions and 49 sub directions have been added, and nearly 900 subdivision products and services have been added. As for the medical device industry, in terms of key directions, in addition to focusing on services and including services matching with products for the first time, 2016 edition basically follows the key directions of 2013 edition, which are still four: medical imaging equipment and services, advanced treatment equipment and services, medical examination and testing instruments and services, and interventional biomedical materials and services. As for the list of key products under each key direction, there are many changes between the 2016 version and the 2013 version. Medical imaging equipment. It includes multi-energy multi-slice spiral computed tomography (CT), permanent magnetic resonance or high field superconducting magnetic resonance imaging (MRI), magnetoencephalography (MEG) and functional near infrared spectroscopy (fNIRS), positron emission tomography (PET), high performance ultrasound (USI) and their integrated multimodal hybrid imaging equipment; High performance electronic endoscopy (ES) (such as gastroscope, laryngoscope, bronchoscope, laparoscopy, arthroscopy, etc.) and its ultrasonic, optical coherence, fluorescence, confocal and other composite mode imaging systems; high performance digital radiography (DR), digital angiography (DSA), and gastrointestinal, breast, bladder, oral cavity and other specialized digital radiography; and; Portable, portable, mobile, vehicle and other multi-functional medical imaging system and its supporting equipment. The core components include high field superconducting magnet, Superconducting RF array surface coil, MRI cryocooler, high thermal capacity X-ray tube, fast multi row CT detector, amorphous silicon / oxide flat X-ray detector, magnetic compatibility full digital solid PET detector, high-density array ultrasonic probe, low-dose detector and other core components and key technologies. Medical imaging services. Including remote imaging diagnosis, mobile imaging diagnosis and treatment, third-party medical imaging center and other service related supporting equipment and technology. 2. Advanced treatment equipment and services Tumor treatment equipment. It includes electron linear accelerator, proton / heavy ion cyclotron radiotherapy system and high-precision treatment planning system with advanced functions of real-time motion tracking, image guidance, conformal, intensity-modulated, etc.; tumor hyperthermia, ablation, cryotherapy equipment and treatment monitoring system such as magnetic induction, high intensity focused ultrasound (HIFU), radio frequency, micro wave, argon helium knife, etc; Boron neutron capture therapy system and targeted drugs. Surgical treatment equipment. It includes intraoperative positioning, intraoperative imaging, intraoperative monitoring, image navigation and other equipment and information system; digital and integrated surgery, interventional therapy, intraoperative treatment, minimally invasive treatment and other hybrid operating room equipment and information system; abdominal cavity, chest, Urology, orthopedics, interventional and other surgical auxiliary robots and their supporting minimally invasive surgical instruments; High performance laser, ultrasound, plasma, high frequency and other new hand tools, anesthesia depth monitoring and control functions of the digital anesthesia machine workstation. Rehabilitation treatment equipment. It includes implantable nerve stimulator, multicavity cardiac pacemaker, implantable defibrillator, cochlear implant; acoustic and photodynamic therapy and its sensitizer; ultra

Surgical shadowless lamps are used to illuminate the surgical site to best observe small, low-contrast objects at different depths in the incision and body control.

The ergonomic design can effectively reduce the labor intensity of medical staff.

Surgical shadowless lamp is a very important medical instrument for surgery, which will affect the accuracy of the operation, so it is necessary to carry out daily maintenance and maintenance of surgical shadowless lamp.

Medical LED surgical shadowless lamp It is understood that the undertaking unit of the subject of "LED application in medical equipment" is Harbin Haige Technology Development Co., Ltd.

Operating status of shadowless lamp bulbs (PRX6000 and 8000). Method: Use a piece of white paper on the work area, if there is an arc-shaped shadow, change the corresponding bulb.

The illuminance of the shadowless lamp has reached more than 150,000 LUX, which is close to the brightness of the sunny summer sun.

China Medical Materials Association officially released the "2013 Blue Book of China's Medical Device Industry Development Status" in Beijing.

Many people visit their relatives and friends in the hospital, so they have also seen the medical pendant in the hospital ward.