医械经销商转型之路该怎么走？ Transition of the medical device distributors.

大v

代理，已成为医疗器械行业典型的营销模式。经销商也为这个行业举足轻重的角色。然而，在当今医疗大环境下，医疗器械代理已经成为高危行业。医疗器械代理企业转型迫在眉睫，那么如何调整企业发展方向，医疗器械代理商如何转型？这些问题是值得我们思考的。本文列出五条建议给各企业作为参考。

Agency model has become a typical pattern in medical device industry and distributors are decisive roles in this field. However, under the big medical surroundings, it became a high risk industry, so the agency transition extremely urgent. How to adjust the developing orientation? How do the distributors transform? It deserves to think and we listed 5 suggestions as a reference.

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向行业上游发展

Developing to the upstream of the industry

有过成功产品代理经验，且有一定资金储备的公司，可以考虑向医疗器械行业上游发展，即全国范围代理推广国产产品或引进进口产品，进行专业推广，搭建分销商网络，向专业化医疗器械营销模式转型。

A company has successful experience and capital can consider to develop to upstream of medical device industry which means to generalize domestic product or introduced imported product in the whole country and to build the distribution network transforming to professional medical device marketing mode.

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如果你是医疗器械代理公司，经过发展，公司销售规模发展的也很大，那么公司转型势在必行。此刻可以考虑由代理转向专业化推广。公司可以与国外厂家签订长期代理协议，从医疗器械注册开始，逐步引进产品。当然，这只是转型的一个策略，还要根据公司发展的状况而另当别论。

If you are a medical device agent, the scale should be large after developing so transition is imperative. Now you could think about to change from agent to professional generalization. You could sign the long-term agreement with foreign manufacturer starting from medical product registration then introducing product gradually. Of course it` sjust a method for transition which need to be changed according to developing conditions.

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向上游发展，需要具备战略眼光和国际视野，站在行业高度推广产品。

Going upstream needs strategic foresight and international views to stand on a height to promote product.

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向产业链上游发展

Going upstream to industrial chain

在医疗器械这个行业的产业链上，生产与销售，是最重要的两个环节。然而，两者面临的风险，是完全不对等的。既然掌控了其中的一个环节，当然可以沿着产业链，向上游发展，进行研发与生产，由经销商转型为生产商。

On the industrial chain of medical device, production and sales are the key points, however, the risks faced by thetwo aspects are totally different. Since we mastered one of the point, we can surely go along with the upstream chain to doing R&D and transform from distributor to manufacturer.

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很多企业在最初进入医疗器械行业时都会先做代理商。在进行产品销售推广过程中，企业负责人是不是也可以组织研发人员，在原进口产品基础上，改进设计研制出新型产品。也许这需要花费企业一段时间，但是研发成功获取专利后会给企业带来巨大的效益。

Many enterprises wanted to be the agents when they entered into the medical device industry initially. In the process of product sales and promotion, whether director in the enterprise can organize R&D staff to improve and research a new type product on the basic of imported materials. It might spend a lot of time, but a successful research and patent will take huge benefit to the enterprise.

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这种由代理商到生产商转型成功的列子不在少数。但是向产业链上游发展，需要具备有实力的研发团队，或雄厚的资金实力进行企业收购。

The example of transition from distributor to manufacturer is not less, but go upstream to industrial chain needs strength research team or abundant capital to do the acquisition.

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横向平台化发展

Horizontal platform development

医疗器械经营企业，在经过创业阶段的原始积累之后，资金安全成为首要问题。这个阶段，可以拓展代理产品，建立分销体系，向医疗器械物流平台发展。

After primitive accumulation in stage of entrepreneurial, capital security has became a chiefly problem to medical device corporations. In this stage, it can expand agent product and build sub-distributing system to develop to medical device logistics platform.

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向平台发展，则需要搭建广阔的企业关系网，能够拿到足够的产品代理。

Developing to platform needs to build widely enterprises relation networks and to get enough product.

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走高端、新型产品发展路线

High-end and new-type product route

走新产品和纯学术路线，医疗器械的产品创新速度相对药品而言还是要快得多，特别是伴随近年新型技术的突破。

The innovative speed for medical device is faster than pharmaceuticals in the route of new-type product and pure academic, especially with the new technological breakthrough in recent years.

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向零售市场延伸

Extend to retail market

伴随人们物质生活水平的提高以及人口老龄化等因素，家用慢性疾病治疗及检测相关的医疗器械市场将大有可为，所以临床器械商布局零售市场也是个不错的战略选择，说的高大上一点是布局“大健康”产业！

With the aspects of upgrading of people` s material standard of living and aging of population, the market of family chronic disease and its related medical device testing will have a brilliant future, so the clinical device distributor lays out the market is a good strategic selection, with a high-sounding it is arranging the “big health” industry!

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总之，医疗器械代理企业进行转型，都要经过细致的调研和长期的坚持才能实现。并且每种转型都需要企业具备一定的条件。企业只有选择好适合自己的转型方向，长期坚持下来，方可成功转型，达到另一种高度。

In a word, transition will experience a painstaking research and long-term persistence to come true. And each kind of transforming needs some conditions, therefore, to select a proper way and insist to doing that will reach to a height and get to achievement.

来源：CACLP