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专栏天地: 李从选-医药营销实战


  全文 做大药店新增量品类“新鲜参茸” 热 (李从选,中国营销传播网,2015-09-29)
参茸贵细是连锁药店很重要的一个品类,药店自古就有该品类,参茸贵细(也叫参茸细贵)是指以人参、鹿茸为主的各种名贵稀有价值高的中药。主要有新开河人参、冬虫夏草、鹿茸、燕窝、石斛、西洋参、雪蛤膏、灵芝、海马、鹿尾巴、海狗鞭、蛤蚧、牛黄 、麝香、天麻 ... ... (阅读: 21895,行业: 医药/中药)

  全文 三大原因让控销热起来了 (李从选,中国营销传播网,2015-11-18)
一、 终端规避竞争的需求 我们知道最佳的竞争战略就是“不与别人竞争”。由于我国终端数量已经达到45万家,过度开店、过度竞争其实不可避免,价格战无法控制,控销模式通过控制有货终端的数量,规避了竞争。控销模式往往是一街一店,一镇一店。其实就是为了这 ... ... (阅读: 7912,行业: 医药)

  全文 连锁药店高管对待增量品类应具备的观念 (李从选,中国营销传播网,2015-11-12)
在社区医疗的快速发展以及社区医疗与大医院的双向转诊相互支持的新医改政策挤压下,药店药品销售呈持续下降趋势,而连锁药店的场地租金和人工成本却呈现增加趋势,因此要想消化成本,唯一的思路就是扩大销售额,增加营收,而增加营收的主要方式就是做增量品类?... ... (阅读: 7270,行业: 医药)

  全文 我看医药电商人才、资金、供应链三大问题 (李从选,中国营销传播网,2015-11-10)
医药电商,尤其是网上药店大家认为有三大问题:人才、资金、供应链。以下是个人见解: 一、医药电商人才应以医药销售人才为主,电商人才为辅 由于治疗性的药品是特殊商品,且具有双重性(治疗作用和副作用),销售过程具有医疗指导的性质,因此有人说药品具?... ... (阅读: 7655,行业: 医药)

  全文 三大政策导致单店面临生死大考,连锁吸收散店加盟迎来最佳时机 (李从选,中国营销传播网,2015-11-05)
中国From EMKT.com.cn的药店,连锁化率为40%左右,60%还都是社会单店,他们的命运将面临三座大山,关停并转成为趋势,这给连锁药店通过并购或者加盟扩张提供的条件。 一、新版GSP年底的严格实施,将成为压垮连锁的最后一根那稻草 今年是新版GSP的最后一年了 ... ... (阅读: 7388,行业: 商业/特许及连锁经营)

  全文 企业文化管理是企业管理的最高境界 (李从选,中国营销传播网,2015-11-04)
企业文化,是企业每个员工价值观、语言、行为方式在无监控下的自然流露,是企业每个员工的行为方式的习惯,这种为人处世和做事的方式习惯,已经刻在员工的大脑中、融化在员工血液中,成为约定俗成的自觉自愿的行为方式与工作习惯。 企业文化是企业管理的最高?... ... (阅读: 7442,评分: 10.00分/1人,行业: 其它)

  全文 近几年OTC产品十大销售模式和其未来发展趋势研判 (李从选,中国营销传播网,2015-10-29)
医药产品销售中,OTC产品最为市场化,竞争最为激烈,因此OTC产品的销售模式也就变化最快,两年营销From EMKT.com.cn模式不创新,就会落后于行业和对手,也不被终端客户看好,销售开始下滑!最近几来年,OTC产品的营销都经历了什么样的模式,各种OTC营销模式的?... ... (阅读: 11440,行业: 医药)

  全文 如何创新与升级连锁药店百子柜抓方饮片 (李从选,中国营销传播网,2015-09-25)
一、连锁药店为何要升级抓方饮片 前文说过,对于有坐堂中医的连锁门店,其百子柜的抓方饮片销售占到连锁药店中药七大品类中的65%左右,抓方饮片随着坐堂中医、中医馆的逐步普及,其销售占比必将大幅度提升。连锁药店百子柜抓方饮片的品质提升与营销From EMKT. ... ... (阅读: 15180,行业: 医药/中药)

  全文 连锁药店中药营销的六大趋势 (李从选,中国营销传播网,2015-09-24)
在连锁药店的四大高毛产品:中药、器械、大保健、药妆中,中药既是增长最快的品类,也是销售额不会被电商渠道瓜分的品类。 中药品类增长最快是基于三大原因:央视和各大卫视都在开设健康养生的栏目,而养生保健的主体品类非中药莫属;因为微信朋友圈中转发的?... ... (阅读: 7621,行业: 医药/中药)

  全文 “新广告法对药企的影响”话题采访函 (李从选田宇轩,中国营销传播网,2015-09-09)
1、 随着我国医药信息的普及、自我药疗观念的提升,我国医药市场在不断壮大,并且有趋于世界第二大医药市场之势。请整体评价一下我国医药市场的发展现状。 答:医药市场随着经济发展快速发展壮大符合规律和潮流,因为人类一切活动都是为了自己更健康快乐的生?... ... (阅读: 8193,行业: 医药)

  全文 OTC退出医保目录,导致OTC产品营销进入新四化 (李从选,中国营销传播网,2015-09-08)
一、 OTC产品不应该退出医保目录 笔者认为OTC产品不应该推出医保目录的原因如下: 首先因为OTC产品符合消费者利益:很多OTC产品都是疗效确切、品质优良、且经过多年治疗实践证明是安全可靠的,就是说OTC产品是完全符合消费者利益的。如治疗感冒的复方氨酚烷?... ... (阅读: 7226,行业: 医药)

  全文 处方药转型的四个方向 (李从选,中国营销传播网,2015-09-08)
在7号文和70号文件影响下日趋严苛,处方药招投标落标或者弃标,处方商业违规操作严查,这些都导致了处方药的营销From EMKT.com.cn艰难,加上国家压缩药占比,控费等措施,必然导致限价限量,处方药在网上销售则更是遭遇政策限制,于是处方药纷纷转型,转型的方 ... ... (阅读: 7032,行业: 医药)

  全文 供应商如何配合连锁药店实施单品突破 (李从选,中国营销传播网,2015-08-21)
作为供应商,必须全力配合好连锁药店实施黄金单品突破,要从黄金单品选择、促销方法配套、激励机制设计、产品知识和销售技巧培训、单品启动仪式、建微信群跟踪、门店促销活动协助实施、货源保证及时等多个角度来配合连锁进行黄金单品突破。 一、 帮助连锁药店 ... ... (阅读: 7563,评分: 9.00分/1人,行业: 医药)

  全文 连锁药店如何组织实施单品突破 (李从选,中国营销传播网,2015-08-21)
单品突破要实施到位,必须做好以下六项工作。 一、一把手工程是成功关键 连锁药店的一把手即总经理(或者是董事长)必须重视、关注、跟踪、单品突破要求。具体现在一下几个方面:一是组织单品突破的工作重视,启动仪式和总结仪式亲自到场、实施过程经常过问?... ... (阅读: 7346,行业: 医药)

  全文 连锁药店中药品类管理现状与中药品类细分 (李从选,中国营销传播网,2015-06-22)
连锁药店的中西成药的品类管理,已经趋向成熟,品类细分的维度也趋向多元化,既有从经营毛利和商品竞争的角度划分的竞销品、次竞销品、一般品、非竞争品;又有从消费者需求及品类角色定位划分的目标性品类、常规性品类、季节性/偶然性品类、便利性品类;还有与 ... ... (阅读: 7192,行业: 医药)

  全文 2015年OTC市场新动向 (李从选,中国营销传播网,2015-06-09)
随着医改的深入、招投标的继续、电商的冲击,网络环境的巨变、大健康产品和市场的持续大幅度升温等因素冲击,OTC市场开始变革与创新,未来OTC产品市场营销From EMKT.com.cn的渠道模式、终端推广模式、品牌塑造模式、零售供应链需求变化都出现了一些新的动向。 ... ... (阅读: 7187,行业: 医药)

  全文 选择单品突破产品的方法 (李从选,中国营销传播网,2015-06-08)
前文说过单品突破选择产品的六大原则,本文接着讲选择单品突破出品的一些常用方法。 一、 选择体量品类作为黄金单品突破的方法 其实体量品类不适合做黄金单品突破的,这就如同很多品类不合适做促销但连锁药店却都在做一样,笔者的观点是:一些特殊的体量品类 ... ... (阅读: 7372,评分: 10.00分/2人,行业: 医药)

  全文 连锁选择突破单品的六大原则 (李从选,中国营销传播网,2015-06-04)
目前中国药店媒体文章标题说是《单品突破玩过了,药厂忽悠药店,药店再去忽悠顾客》,我个人觉得这种说法是吸引眼球,言过其实,因为任何事物玩过了都会出现物极必反的状况,这样轻率结论,会误导药店的品类规划与培育,因此有必要说说我的观点; 一、单品突?... ... (阅读: 7305,行业: 医药)

  全文 从顾客需求的角度实施品类管理 (李从选,中国营销传播网,2015-06-03)
每个药店都有很多品类,每个品类都有各自的特点。并不是每个品类都能赢利,也并不是每个品类都能吸引客流。药店需要均衡的品类组合,通过各种品类执行各自的角色来获取利润。 品类管理强调要向消费者提供超值的产品和服务,其前提应该是客类管理。只有建立在?... ... (阅读: 7396,行业: 医药)

  全文 升级抓方饮片,留住名老中医 (李从选,中国营销传播网,2015-04-13)
药店中药销售中,百子柜抓方饮片约占6-7成,而中医处方的来源,主要是本店的坐堂老中医开方,老中医是销售抓方饮片的关键。 留住老中医,主要就是看老中医的需求满足的程度,一般来说,老中医有两大需求:名誉与金钱 一、满足老中医的精神需求 药店必须满足 ... ... (阅读: 7403,评分: 5.50分/2人,行业: 医药/中药)



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  李从选,人民大学医药行业EMBA。北京药励学舍高级培训师,中山大学EMBA班特约讲师,国家药监局培训中心客座专家、《中国药店》培训中心高级讲师。十多年从事OTC产品营销策划和销售管理工作经验。历任梅高营销广告公司、厦门桂龙医药集团、广西花红药业、深圳市金活医药有限公司等多家知名医药企业销售经理、培训部经理、市场部经理、营销总监、市场总监等职。致力于OTC药品市场营销、终端推广、公共关系、广告策划、广告实务、消费心理、市场调研等方面的实践与研究。在OTC和第三终端及普药整体营销规划,OTC药品终端工作的细化管理与方法创新、连锁药店的经营管理等方面,有极深刻的体会和丰富的操作经验。联系电话: 13352902478,Email:licx6600@126.com

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