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邦宇制药T+cloud项目

邦宇制药T+cloud项目实施案例总结

邦宇制药T+cloud 项实施案例总结

一、 行业分析

药品制造业行业特点

1)高技术性

制药业融合了各个学科的先进技术,药品的研发过程需要尖端技术人才和充足的经费,药品的制造过程依赖精密的设备和先进工艺。近年来新技术的启用成为了制药业高速发展的新动力,也逐渐成为制药企业在市场竞争中最重要的手段。现代生物技术、反义技术、组合技术的应用带来了新药技术的革命,使新药研究出现了崭新的局面。因此,制药业属于高技术产业。

2)高收益性

因为新药研发成本高,周期长,成功与否的不确定性大,所以新药在定价方面会有较高溢价,新药收益要远远超过其最初的研发投入。目前我国对新药的专利保护期为 20 年,新药如果能成功通过临床试验和药品注册,通常能够维持较长时间的高收益。跨国药企之所以能够在我国药品市场取得非常高的利润回报,往往在于其独特的专利技术带来的原创溢价。

3)高风险性

制药业的高风险性主要表现为研发风险。医药产品的开发孕育着较大的不确定性,新药的研发从合成、提取、药物筛选、实验(毒理的临床前实验、制剂处方的稳定性实验、用于人体的临床实验)、注册上市到售后监督,耗资大、耗时长,任何一个环节出错或失败都可能前功尽弃。

行业特点:药品属于国家严格管控的商品,对于药厂的客户具有很高的要求,药品需要监管的包括国药准字批号,小号,电子监管码。

经营模式:由公司发给各大药厂,再由各大药厂发到各个医院、药店。

二、案例介绍

昆明邦宇制药有限公司位于昆明市官渡区,成立于20006月,至今已发展成为集研发、生产、销售为一体的新兴民营制药企业。现有职工近300人,其中研究生、大、中专学历以上者占全员的70%以上, 主要岗位、部门负责人的学历均为医药相关专业本科以上。是云南省高新技术企业,昆明市政府重点扶持的企业,云南省科委的重点孵化企业。昆明医科大学、云南中医学院、大理医学院药学专业实习基地。现厂址位于昆明市空港经济区,新厂建筑面积为20000余平方米,按新版GMP及欧盟GMP标准进行设计,设计产值20亿元,设计产能为30亿袋·片·粒。

公司经营范围包括中西原料药、硬胶囊剂、颗粒剂、片剂、保健食品等

三、企业经营困惑

1.对公司一级客户的管理,包括

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

一些证件,如果有效期到了很难找到。

  1. 公司有划分大区,从大区经理到地区经理,再到代理商,再到分销商,需要统计到每一级的销售业绩。

  2. 销售之中对往来款的管理,对一笔销售是否发货,结款,开出发票,没有一个有效的管理。

  3. 对一级客户产生销售业务时,所属的代理商会有一定积分,需要管理这部分积分并进行兑换。

  4. 需要统计到药品销售到一级客户后,一级客户再销给各大医院药店的情况(流向)。

四、企业业务流程

由商业公司向地区的代理商发起订货,后台录入销售订单,商务人员再根据商业公司是哪类客户,查看财务是否录入了收款,确定可以发货后生成销货单,销售经理审核后,商务再生成销售出库单和发票,仓库根据实发货物填写批号等信息,财务根据实际开的发票填写开票信息。

五、典型业务及解决方案

1会员积分

业务场景:

商业向代理商和经销商订货交易完成后,代理商或分销商能够获得一定的积分,积分运算包含一定的公式,软件中积分运算规则无法运算,只能变通处理。

解决方案:

在【销货单】中添加字符专用自定义项,积分,积分基数(运算中的一个底数)。其中积分=[明细:含税金额]-([明细:含税单价]-[明细:积分基值])*[明细:数量]-[明细:数量]*[明细:积分基值](非实际运算公式)

填写销货单时在表体中填写积分基数可自动带出积分,需要给会员兑换积分时,先查询销货单明细表

结款状态为已结清

以张志文为例,拉到后面查询他的积分

打开会员管理-积分管理,

查询会员-张志文

选中点击积分调整

录入积分确定。

做兑换时可在积分调整处录入负值进行兑换

联查积分调整即为积分与兑换明细

条件为1-11111111111时,即为所有的积分明细,条件为-1111111111111 -1时,即为兑换明细。

或者点开会员管理-积分兑换礼品

将销货单明细表中的单据编码复制到这里的单据编码

然后保存即可,查询时可在积分兑换礼品明细中查询。

  1. 资质预警

    由于行业性质的问题,需要对客户做一个资质的有效期管理,处于有效期时可以正常进行业务往来,过了有效期就要停止商业往来。

    处理办法,将需要进行有效期管理的商业公司作为会员,将失效日期填写会员生日,然后可以设置会员生日预警来做一个提醒。

  2. 从邦宇制药发货到商业公司后(如云南白药厂),商业公司会继续发货到各大医院,需要统计从商业公司到各大医院的发货情况。

    由于客户使用软件时只是用来管理销售情况,且做这个发货统计时数据量大,需要导入功能,所以软件中,将所有商业公司属性设置为客户/供应商,所有医院做为仓库档案,并在档案中自定义医院的级别省份和地区。

    具体操作:下载采购入库单导入模板

    根据流向表,向模板里复制黏贴,日期,编号可自定义,在表格里填充即可

    业务类型固定为01

    供应商编码为商业名称

    仓库编码为医院名称,存货编码为品规在软件里的编码,实收数量为品规数量

    批号与生产日期为自己编写,如

    填完保存,然后登陆软件点击系统管理-数据导入

    单据数据

    勾选采购入库单,点击选择文件找到后点击打开

    然后确定

    导入成功后需要查询流向时打开采购入库单明细表-1

    设好条件点击查询即可

    需要看统计时打开

    点击查询就可查到对应的统计表。

六、产品应用价值

T+cloud为企业带来的价值具体如下:

1.帮助商务解决了与财务,仓库等对接的问题。

2.避免了因人为操作失误导致的亏本交易,降低了企业损失。

3.帮助商务理清与各商业公司之间往来对账的问题

4.在软件中能够很好的管理商业公司有效期的问题,可以做到预警。

5.解决了销售领导控制是否同意发货的问题。

6.帮助老板实现按不同维度分析业务的需求,个性化寻找客户名单,对商业决策起到辅助作用。

7.仓库可批量打印单据,提高效率,发货及时,再也不用滞留到加班处理。

8.帮助出纳按账户统计收款金额,节省对账时间,加大精准度,不用多处对账,手抄金额。

9.对批次和保质期进行管理,仓库配货员再也不用参考客服手写且容易遗忘的单据备注去配货,避免账货不符带来的损失。

10.帮助公司统计药品的流向问题。

七、项目实施小结

实施关键节点注意事项

1、制定实施主计划并严格执行。

2、实施前的需求调研工作非常重要。对于多用户的客户单位,各部门协作过程中肯定会有很多问题。调研思路必须保持清晰,有条有理,事无巨细。将调研的信息写成文档记录下来,为接下来的方案制作铺垫基础。

3、 对于这种有大量存货和往来单位的T+ cloud用户,在正式导入基础档案和期初前。要在本地建立演示环境做测试,不然导入出错,删除工作会很麻烦。

另外,上线前,要对各部进行主流程操作培训;上线后,还要针对细节问题,进行二次培训。



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