【導(dǎo)讀】July6,2020Confidential,Copyright@20xxbySinotrust2. Contents. July6,2020Confidential,Copyright@20xxbySinotrust3. July6,2020Confidential,Copyright@20xxbySinotrust4. July6,2020Confidential,Copyright@20xxbySinotrust5. forHisamitsu. -Drugmanufacturers. musthaveGMP. certificateand. pharmaceutical. whilethereisno. suchrequirements. oncosmetic. manufacturers.-Drugdistributors. musthaveGSP. certificateand. pharmaceutical. distributorlicense,whilethereisnosuch. requirementson. cosmetic. manufacturers;-Atpresent,thereisno. FOEdistributorin. Chinayet.-Drugretailersmust. haveGSPcertificate. andpharmaceutical. retailerlicense,whilethereisno. suchrequirements. oncosmetic. manufacturers.-Thereareobvious. areadifferencesin. China,and. consuminghabits. andlevelsare. different.July6,2020Confidential,Copyright@20xxbySinotrust6. channel. models. Directsales. Distributorsonly. management(withoutown. salesforce). Distributors,channel. ownsalesforce. Zero-levelchannel. management. management,andownsalesforcein. terminals. July6,2020Confidential,Copyright@20xxbySinotrust7. Manufacturer. methods.Consumers. July6,2020Confidential,Copyright@20xxbySinotrust8. retailers

　　

【正文】 istributor for drug store Distributor for hospital Distributor for drug store Distributor for hospital Distributor for drug store ?Distributors for hospital are different from those for drugstore according to current pharmaceutical market situation in China. Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 42 There are four important points about drug marketing channel in Step I To focus on three cities To select influential cosmetic distributor Terminal management In step I, it is suggested for Hisamitsu to focus on three cities, ., Beijing, Shanghai and Guangzhou It is suggested for Hisamitsu to select influential cosmetic distributor in the three cities Terminal management is implemented by distributors Sales condition According to each market, if the sales is under US$500,000, the distribution should ply with this mode Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 43 Remendations on possible distributors in Beijing Distributors for hospitals China Pharmaceutical Trade Corp. Beijing Pharmaceutical Group Distributors for drug stores Beijing Yibaoquanxin Drugstore Corp. Beijing Jinxiangfuxing Pharmaceutical Corp. Jiashitang Pharmaceutical Corp. Beijing Tongrentang Group. Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 44 Remendations on possible distributors in Shanghai Distributors for hospitals Shanghai Pharmaceutical co., Ltd Shanghai Xinyi United Drug co., Ltd. Distributors for Drug stores Shanghai Huashi Drugstore Corp. Shanghai Fuxing Drugstore Corp. Shanghai Leiyunshang Chain Corp. Shanghai Guoda Drugstore Corp. Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 45 Remendations on possible distributors in Guangzhou Distributors for hospitals Guangzhou Pharmaceutical Materials Corp. Guangzhou Pharmaceutical Development Corp. Distributors for Drug stores Guangdong Bencao Pharmaceuticals Jianmin Chainstores of Guangzhou Pharmaceuticals Guangzhou Caizhilin Pharmaceutical Corp. Guangzhou Ertiantang Pharmaceutical Corp. Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 46 There are five important points about channel management of drugs in Step I Channel management Selection criteria on distributors Distributor evaluation Negotiation with distributors Contracting with distributors Distributor motivation Reputations, capital, terminal control ability, experience,etc. Evaluating distributors according to criteria Negotiating with distributors on sales targets, payment methods, sales area and terminal covering rate Signing contracts with distributors with cooperative details Performance evaluation and motivation of distributors with assessment index such as sales volume and fund collection rate,etc. Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 47 There are three conditions for drug transferring from Step I to Step II Turnover When turnover amounts to US$500,000 in each city, sales force would be set up Marketing activities Marketing promotional campaigns require highquality sales force, which could not be implemented by distributors Terminal petition Hisamitsu should use terminal sales force in facing severe petition Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 48 Channel design for drugs in step II Hisamitsu China Headquarters Branch office Branch office Branch office Hospitals Drug stores ? Hisamitsu sets up its own terminal sales force to deal with entry bidding for hospital, clinical promotions, etc., and distributors are responsible for distributions to hospitals and turnover。 ? Hisamitsu sets up its own terminal sales force to deal with drugstore salesclerk training, terminal promotions, etc., and distributors are responsible for distributions to drugstores and turnover. Distributor for hospital Distributor for drug store Through Hisamitsu’s own sales force to strengthen terminal management Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 49 Organization design and functions Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 50 Organizational functions of Hisamitsu China Headquarters in different phases Organizational functions of Hisamitsu China Headquarters Application phase Exporting phase WOS phase 1. As a Rep. office 2. Main functions ? Import application ? Administration management 1. As a Branch office 2. Main functions ? Marketing ? Terminal Management ? Channel Management ? Promotion ? Administration management ? Import and storage 1. As a Subsidiary pany 2. Main functions ? Production ? Marketing ? Terminal Management ? Channel Management ? Promotion ? Administration management ? Storage Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 51 Organization for cosmetics Organization in the application phase Organization for drugs Organization for branch offices Suggestion for personnel arrangement Analysis of marketing amp。 sales expenses Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by Sinotrust 52 Organizational structure in the application phase Hisamitsu China Headquarters GPA Department Administration Department HR Department Finance Department Notes: ? Core department Support department ? GPA (General public affairs) Hisamitsu China Market Entry Strategy July 6, 2020 Confidential, Copyright@20xx by S