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 who receive commissions will choose to go to tea Floor.
Usually at the beginning of the month, our medical representatives will call the doctor and make an appointment at some teahouse to sit down and have a cup of tea.
After finishing the cup or during the cup, the rebate will be given directly to the doctor.
This is a common practice and is considered open in this industry.”
Liu Qingyu thought for a while and asked: "What other ways to give 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.
The second is direct cash payment.
Doctors generally don't like to accept kickbacks through bank transfers, because bank transfers are more likely to be investigated or threatened by disciplinary committees or medical representatives who collect evidence.
This type of kickback is what our hospital representatives encounter the most.
The third method of kickback is more subtle.
This method of kickback is carried out by sponsoring academic activities or travel.
This method is suitable for doctors who write a large amount of prescriptions and are experts or department directors with high authority 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 the fees will be used to sponsor academic activities, and the other part will be used to pay kickbacks.
Some of them focus more on themselves.
Safe doctors will require that all kickbacks be paid in the form of sponsorships.
Because this method is extremely difficult to detect and is relatively safe.
Even when the Discipline Inspection Commission is investigating, there is 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 spend hundreds or even thousands of dollars on medicines when they go to the hospital?
The reason is very simple, because after the medicine enters the hospital, many doctors usually press Prescribing to patients according to their own needs does not mean prescribing according to the needs of the patient.
The principle of prescribing by doctors is to only prescribe expensive ones, not good ones, in order to get kickbacks, because in most cases, at the beginning of each month, medicine The representative will give a rebate to 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 inflated drug prices is that every drug that enters the hospital , about 3080 was spent on the circulation link, and the cost of the drug was very Very low.
Even if foreign brands invest huge amounts in R&D, they usually recover their costs within one to two years.
Basically, a box of medicines priced at 100 yuan has an ex-factory price of about 10 to 20 yuan.
The total rebates from leaders at all levels of the hospital will cost at least thirty to eighty 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 is 50%.
In general hospitals, The price of ordinary antibiotics is around forty or fifty yuan, and doctors The rebate for opening a box of antibiotics 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 one month, just for the antibiotics, the rebate is about 20 yuan.
You can get a rebate of 12,000 yuan for any medicine.”
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 question, that is, his identity.
He had said before that he was a senior manager of the foreign pharmaceutical giant gssk, 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.
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As far as I know, every foreign company publicizes a very strict financial management system, and they firmly claim that they will never pay...
Any doctor will give kickbacks, 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?
Is it true that foreign companies are not allowed to give kickbacks to doctors?
" He was shaking his head vigorously: "It is impossible not to give the doctor a kickback.
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 will not give it to the patient."
How can you generate sales by prescribing and not using your medicine?
In a foreign company, the last place elimination system is implemented.
If the performance is always unqualified, even the regional manager will be eliminated.
Of course, the reason why foreign companies swear so confidently that their financial systems are 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 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 will bear the legal consequences.
In this way, the foreign company will be legally separated from the illegal behavior of the medical representatives.
But in actual work, foreign pharmaceutical representatives will find many ways to pay kickbacks to doctors, and the foreign corporate finance department 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's There is no way. " Liu Qingyu became even more curious: "Oh, how can I change it?"
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 After receiving the meal reimbursement in cash, he will pay 80% of it to the doctor in the form of a kickback.”
"What if the rebate 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 a meeting in the name of To approve an expense, the manager in charge will hold a fake meeting Therefore, although foreign companies stipulate that rebates cannot be paid directly to doctors, they have deliberately left many loopholes in the design to allow medical representatives and managers at all levels to operate.
Therefore, on the surface, all sales behaviors of foreign companies All are legal.
There is no financial problem, because reporting meetings and sponsoring academics are allowed by foreign companies.
The most interesting thing is that foreign companies implement linear management, from medical representatives to regional managers.
District managers, directors, and general managers can communicate with their superiors about rebates at each level. problem, so that the superiors know the whereabouts of the funds, but if something goes wrong, just cut off one section, and 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 rule for foreign company employees and one of the ways for foreign companies 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 about 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?
Everyone may be pushed out by their superiors to be a scapegoat."
Is there no other way 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, which is why many people flock to it.
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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 careful.
Every time I communicate with my superiors about expenses, I will record them.
Otherwise, if something goes wrong, all the superiors will be involved."
It was pushed to me, but I couldn't bear it.
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 false accounts, or even deliver kickbacks to doctors, just in case of emergency.
Wanting to survive, a medical representative seeks help from a reliable person It is necessary to have a supervisor.
If the medical representative is considered by the superiors to be one of his own, then he will make a lot of money.
He can even help his boss launder money.
The more you help your boss, the more you will earn, even if it is ten thousand yuan.
As soon as I was approached by the audit department of a foreign company, my boss also I will find a way to help you settle it, because only by keeping you can you keep him."
At this point, he added nervously: "Mayor Liu, with all due respect, foreign companies and your officialdom are all the same.
Struggles for power are all cruel and even bloody.”
Hearing this, Liu Qingyu was speechless.
But I have to admit that what he said is quite reasonable.
When Liu Qingyu heard this, he couldn't help but frowned 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 were just like that?"
Is it so confusing?"
Liu Qingyu's question pointed directly to the core of the whole matter.
Hearing this question, he suddenly became silent
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