Hearing Liu Qingyu mention the key issue, he groaned slightly, and then said slowly: "Mayor Liu, generally speaking, different doctors will choose different ways to collect kickbacks, but according to my experience, most doctors will choose to go to the teahouse when they withdraw the deductions. Generally, at the beginning of the month, our medical representative will call the doctor, make an appointment in some tea houses, sit down to have a tea, and after drinking or in the process of drinking tea, the rebate will be directly given to the other party, which is a common practice and is considered public in this industry. ”

Liu Qingyu thought for a while and asked, "Then what are the other ways to give rebates to doctors?"

"There are three main ways to rebate, the first is to give the doctor a physical object equivalent to the rebate amount, such as a gas card, a supermarket shopping card, a foot bath coupon, a holiday gift, etc. This method is mainly suitable for doctors who do not prescribe very much, or for doctors who think that they are more comfortable with physical goods, and such doctors often think that if they directly collect money, they will insult their professional ethics and will feel guilty about their conscience.

The second is direct cash payment. Doctors generally do not like to accept kickbacks through bank transfers, because bank transfers are more likely to be used as a means of investigation or threat by the Commission for Discipline Inspection or by medical representatives. This type of rebate is the most common situation encountered by our hospital representatives.

The third type of rebate is more subtle, and this type of rebate is carried out in the form of sponsorship of academic activities or tourism. This method is suitable for ★ VIP doctors, who are experts or high-authority department directors in the medical field who prescribe a large amount of prescriptions. Generally speaking, normal academic activities are allowed to be sponsored, so the relevant departments of our foreign companies will apply for fees in the name of sponsorship, part of which will be used to sponsor academic activities, and the other part will be used to pay rebates, and some doctors who pay more attention to their own safety will require all rebates to be paid in the form of sponsorship. Because this method is extremely difficult to detect, it is also relatively safe. Even when the Commission for Discipline Inspection investigates and handles, there is something to say. ”

Speaking of this, he sighed and said, "Mayor Liu, do you know why the current price of medicines is always inflated? Why do patients go to the hospital and spend hundreds or even thousands of dollars on medicines casually?" The reason is very simple, because after the drug enters the hospital, many doctors usually prescribe to the patient according to their own needs, not according to the patient's needs to prescribe, the principle of the doctor's prescription is to only prescribe the expensive ones, not the good ones, in order to get rebates from them, because in most cases, at the beginning of each month, the medical representative will send rebates to each doctor according to the sales obtained from the statistics. ”

When Liu Qingyu heard this, he couldn't help but widen his eyes, at this moment, Liu Qingyu was really a little shocked by the inside story he heard now.

However, at this time, Liu Qingyu was shocked by the information again: "Mayor Liu, according to my experience, the root cause of today's inflated drug prices lies in the fact that about 30-80% of the cost of every drug entering the hospital is spent on circulation, and the cost of drugs is very low. Basically, the ex-factory price of a box of drugs priced at 100 yuan is about 10 yuan, but the rebates to doctors and leaders at all levels of the hospital will cost at least 30 to 80 yuan!

As a simple example, the rebate for antibiotics is 50% of the price of the drug It is not difficult to understand why doctors in our country like to use antibiotics, 50% rebates, general hospitals in hospitals, the price of ordinary antibiotics is about forty or fifty yuan, and the rebate for a doctor to open a box is about 20 yuan, assuming that 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, and a month down, just the antibiotic can get a rebate of 12,000 yuan!"

Hearing this, Liu Qingyu suddenly became a little enlightened, and he finally understood why the abuse of antibiotics in Huaxia was so common! At this moment, Liu Qingyu really didn't know what to say except for anger and wry smiles.

At this time, Liu Qingyu suddenly thought of a question, that is, the identity of seven up and eight down, he said before that he is a senior manager of the foreign pharmaceutical giant GLSSK, and he got up step by step from the medical representative.

Thinking of his identity as a foreign company, Liu Qingyu suddenly asked: "Seven up and eight down, as far as I know, every foreign company advertises that it has a very strict financial management system, and they firmly claim that they will never pay any doctors kickbacks, and the company's finances will never appear in the rebate project, 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?"

But he shook his head vigorously: "Don't give rebates to doctors? This is simply impossible, if you don't give rebates to doctors, no matter how good your medicine is, no matter how good the effect is, even if you enter the hospital, the doctor doesn't prescribe to the patient, and doesn't use your medicine, how can you generate sales? Even for regional managers!

Of course, the reason why foreign companies swear that their financial system is standardized, that they do everything in accordance with Chinese law, is actually to avoid risks, and when the medical representative enters the company, he will sign a document similar to the sales code of conduct, which requires that the sales behavior be regulated in accordance with the company's rules and regulations, and no illegal operations shall be carried out. However, once the medical representative is caught for bribery, the foreign company will never admit that the bribe or the kickback was instructed by the company, and when the time comes, they will come up with the company's rules and regulations and the contract signed with the medical representative to prevaricate. ”

Liu Qingyu was even more curious: "Oh, how to be flexible?"

"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 per month, and he can be reimbursed in a way that complies with the company's regulations, such as all reimbursement with catering invoices, and he will pay 80% of it to the doctor in the form of rebates after getting the cash." ”

"What if the medical representative pays more kickbacks than he reimburses?" asked Liu Qingyu.

"It's very simple, at this time, the medical representative only needs to apply to the manager in charge for the extra fee, and the manager in charge will apply to the manager for the fee, and after all parties reach a consensus, the manager will approve a fee in the name of holding the meeting, and the manager in charge will make a false meeting bill, cash out, and pay the rebate. Therefore, although foreign companies stipulate that they cannot pay rebates directly to doctors, they have deliberately left a lot of loopholes in the formulation and design, so that medical representatives and managers at all levels can operate, so on the surface, all sales practices of foreign companies are legal. There is no problem financially, because whistleblowing conferences and sponsoring academics are institutionally allowed by foreign companies. The most interesting thing is that foreign companies implement linear management, from medical representatives to regional managers, regional managers, directors, and general managers, each level can communicate with the boss about the rebate problem, so that the superior knows where the funds are going, but in case something happens, it is okay to cut off one of the sections, and it can be inferred that someone at a certain level below can do it without authorization, find a scapegoat, and others will be fine. This is the rule of survival for employees of foreign companies, and it is also one of the ways for foreign companies to avoid risks. ”

Hearing this, Liu Qingyu already had a deeper understanding of the cunning of these foreign companies in his heart, and he had to secretly give a thumbs up, what is thick black learning, what is thick black, this is the real development of thick black in foreign companies!

However, at this time, Liu Qingyu also remembered a question, so he asked: "If you say it like this, isn't it that everyone in a foreign company is in danger? Everyone may be pushed out by their superiors to be a scapegoat?

He shook his head without hesitation: "It's certain that everyone is in danger, but the risk is indeed proportional to the income, which is why many people flock to it." Of course, even the lowest level of medical representatives is not without any room for change. ”

Hearing this, Liu Qingyu suddenly became interested.

Seven up and eight said: "Soon after I entered the company, I was yin by the superior leader once, and since then I have an extra heart, every time I communicate with the boss about the cost, I will record, otherwise something happens, and the above is all pushed on me, I can't afford it." Later, I learned that in foreign companies, many salespeople communicate with their bosses about expenses, discuss with their superiors how to make false accounts, and even record when they pay rebates to doctors in case of emergency. Of course, if you want to survive in a foreign company, it is necessary for the medical representative to take refuge in a reliable boss, if the medical representative is considered by the superior to be his own person, then he will be rich, and he can even help the boss launder money, the more you help the boss do, the more benefits will be, even if it is found by the audit department of the foreign company, the boss will find a way to help you settle down. Because to keep you is to keep him. Speaking of this, he added: "Mayor Liu, with all due respect, in fact, in foreign companies and your officialdom, they all have to engage in power struggles." It's all the same, brutal, even bloody. ”

Hearing this, Liu Qingyu was speechless. But I have to admit that what I said is 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 is like this, and when the Luming City Tax and Industry and Commerce Department audits your company, can't they see any problems? Are they so easy to fool?"

Liu Qingyu's question pointed directly to the core of the whole thing, and when he heard this question, he suddenly fell silent.