Hearing Liu Qingyu mention the key issue, he hesitated for a moment and then slowly said: "Mayor Liu, generally speaking, different doctors will choose different ways to collect kickbacks, but according to From my experience, most doctors will choose to go to teahouses to receive commissions. Usually at the beginning of the month, our medical representatives will call the doctors and make appointments at some teahouses to sit down and have a cup of tea. After finishing the meal, we will either During the process, the kickback is given directly to the other party. This is a common practice and is considered open in this industry."
Liu Qingyu thought for a moment and asked, "What are the other ways of giving kickbacks to doctors?"
Qishangbaxia said: "There are three main ways to rebate. The first is to give the doctor something in kind that is equal to the rebate amount, such as gas cards, supermarket shopping cards, foot bath coupons, holiday gifts, etc. This method is mainly suitable for doctors. Doctors who do not write a large amount of prescriptions, or those who think they feel more at ease with taking money in kind, often think that accepting money directly will insult their professional ethics and make them feel guilty about their conscience.
The second type is direct cash payment. Doctors generally do not like to accept kickbacks through bank transfers, because bank transfers are more likely to be used by disciplinary committees or medical representatives to obtain evidence as a means of investigation or threat. This type of kickback is what our hospital representatives encounter most. situation.
The third rebate method is more subtle. This rebate method is carried out by sponsoring academic activities or travel. This method is suitable for VIP doctors, who are those who write a large amount of prescriptions and are experts or have high authority in the medical field. Department Director, 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 the fees will be used to sponsor academic activities, and the other part will be used to pay kickbacks, and some Doctors who pay more attention to their own safety will require all kickbacks to be paid in the form of sponsorship, because this method is extremely difficult to detect and is relatively safe. Even when the disciplinary committee investigates, there will be something to say."
After saying this, he sighed and said: "Mayor Liu, do you know why the price of medicines is always so high now? Why do patients casually spend hundreds or even thousands on medicines when they go to the hospital? Yes, the reason is very simple, because after drugs enter the hospital, many doctors usually prescribe them according to their own needs, not according to the patient's needs. The principle of prescribing by doctors is to only prescribe expensive ones, not good ones. In order to obtain rebates, because in most cases, at the beginning of each month, medical representatives will rebate each doctor based on the sales statistics."
When Liu Qingyu heard this, his eyes widened. At this moment, Liu Qingyu was really shocked by what he heard.
However, at this moment, Qishangbaji once again said information that shocked Liu Qingyu: "Mayor Liu, according to my experience, the root cause of today's falsely high drug prices lies in the content of every drug that enters the hospital. , about 30-80% of the cost is spent in the circulation link. The cost of the drug is very low. Even if foreign brands invest huge in research and development, the cost is usually recovered within one to two years. Basically, a box sells for 100 yuan. The ex-factory price of medicines is about 10 to 20 yuan, but the total rebates given to doctors and leaders at all levels of the hospital cost at least 30 to 80 yuan.
To give a relatively simple example, the rebate for antibiotics is paid at about 50% of the drug price. It is not difficult to understand why doctors in our country like to use antibiotics. The rebate of 50% is usually paid in hospitals. , the price of ordinary antibiotics is about 40 to 50 yuan, and the doctor’s rebate for prescribing 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 it in one day. With a rebate of 400 yuan, in one month, you can get a rebate of 12,000 yuan for antibiotics alone."
Hearing this, Liu Qingyu suddenly became enlightened. He finally understood why the abuse of antibiotics was so common in China. At this moment, Liu Qingyu really didn't know what to say other than being angry and smiling bitterly.
At this time, Liu Qingyu suddenly thought of a problem, that is, his identity. He had said before that he was a senior manager of the foreign pharmaceutical giant GLSSK, and he had climbed up step by step from a medical representative.
Thinking of his identity as a foreign company, Liu Qingyu suddenly asked: "I'm confused. As far as I know, every foreign company publicizes a very strict financial management system, and they firmly claim that they will never pay... There are no kickbacks from any doctor, and there will never be any kickbacks in the company's finances. But you just said that you also give kickbacks to doctors. So how do you do it? Are foreign companies really not allowed to give kickbacks to doctors? ?”
He was shaking his head vigorously: "It's impossible not to give the doctor a kickback. If you don't give the doctor a kickback, no matter how awesome your medicine is or how effective it is, even if you enter the hospital, the doctor won't give you a kickback." How can you generate sales when patients prescribe and do not use your medicines? However, in foreign companies, a last-place elimination system is implemented. If the performance is always unqualified, you will be eliminated, even the regional managers.
Of course, the reason why foreign companies swear so confidently that their financial systems are standardized and that everything they do is in accordance with Chinese laws is 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 sales activities be regulated in accordance with the company's rules and regulations, and no illegal operations are allowed. If violated, the individual must bear the legal consequences. In this way, foreign companies have drawn a clear legal line with the illegal behavior of medical representatives. , but in actual work, foreign pharmaceutical representatives will find many ways to pay kickbacks to doctors, and foreign corporate finance will turn a blind eye to this situation. However, once a medical representative is caught for paying bribes If so, then the foreign company will never admit that the bribery or kickbacks were instigated by the company. When the time comes, they will use the company's rules and regulations and the contract signed with the medical representative to make excuses. At this time, the relevant departments will use the foreign company as a excuse. There is no way."
Liu Qingyu became even more curious: "Oh, change, how to change."
He was confused and said: "This is very simple. The simplest one is personal reimbursement. For example, the monthly reimbursement amount of an ordinary medical representative is 15,000 yuan. He can reimburse in a way that complies with the company's regulations. For example, if he uses all Food and beverages are reimbursed, and after receiving the cash, he will pay 80% of it to the doctor in the form of kickbacks."
"Then if the deduction amount paid by the medical representative exceeds his reimbursement amount." Liu Qingyu asked.
"This is very simple. At this time, the medical representative only needs to apply for the extra fees from the manager in charge. The manager in charge will apply for the fees from the superior manager. After all parties reach a consensus, the superior manager will hold the meeting in the name of After approving a fee, the manager in charge will make a false meeting bill and cash out the cash to pay the kickback. Therefore, although foreign companies stipulate that kickbacks cannot be paid directly to doctors, they have already deliberately set aside a certain amount of money in the design. There are many loopholes that allow medical representatives and managers at all levels to operate. Therefore, on the surface, all sales behaviors of foreign companies are legal, and there is no financial problem, because reporting meetings and sponsoring academics are The most interesting thing is that foreign companies implement linear management. From medical representatives to regional managers, regional managers, directors, and general managers, every level can communicate with their superiors about kickbacks, so that their superiors can You know exactly where the funds go, but if something goes wrong, you can just cut off one of the sections. You can just infer that someone at a certain level below did it without authorization. Find a scapegoat and let others live in peace. This is the survival of foreign company employees. The laws of foreign companies are also one of the ways to avoid risks. "
Hearing this, Liu Qingyu already had a deeper understanding of the cunningness of these foreign companies. He had to secretly give a thumbs up. What is Houheixue? What is Houhei? This is what foreign companies really do. The thick black color is displayed so vividly that I can’t even think of dissatisfying it.
But at this time, Liu Qingyu also remembered a question and asked: "If you put it this way, wouldn't it mean that everyone in a foreign company is in danger, and everyone may be pushed out by their superiors as a scapegoat? How difficult is it?" Medical representatives have no choice but to passively accept the fate of the scapegoat."
He shook his head without hesitation: "It's true that everyone is at risk, but risk and income are indeed directly proportional. This is why many people flock to it. Of course, even the lowest-level medical representatives It’s not like there’s no room for change.”
Hearing this, Liu Qingyu suddenly became interested.
He was in a state of confusion and said: "Not long after I entered the company, I was tricked by my superiors. Since then, I have been more cautious. Every time I communicate with my superiors about expenses, I will record them. Otherwise, if something goes wrong, all the superiors will be involved." I couldn't afford to blame it on me. Later I learned that in foreign companies, many sales staff would record when communicating with their superiors about expenses, discussing with their superiors how to make false accounts, and even when delivering kickbacks to doctors. , to prepare for emergencies. Of course, if a foreign company wants to survive, it is necessary for a medical representative to seek refuge with a reliable boss. If the medical representative is considered by the superiors to be one of his own, then he will make a lot of money. He even You can also help your boss launder money. The more you help your boss, 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 only by keeping you can you keep him. "After saying this, he hesitated and added: "Mayor Liu, with all due respect, in fact, the officialdom of foreign companies is the same as yours. They both engage in power struggles, and they are both cruel and even bloody. .”
Liu Qingyu was speechless when he heard what Qi Shang Ba Xia said, but he had to admit that what Qi Shang Ba Xia said was quite reasonable.
When Liu Qingyu heard this, he couldn't help frowning and said: "Could it be that your company's behavior in Luming City couldn't be found when the Luming City Taxation and Industry and Commerce Department audited your company? Could it be that they just Is it so easy to fool?"
Liu Qingyu's question pointed directly to the core of the whole matter. Hearing this question, he immediately fell silent.
