Medical device year-end work summary

After we summarize our work for the year, we remember to continuously improve our abilities in all aspects in future work. The following is the "Year-End Work Summary of Medical Devices" compiled by me for your reference only. You are welcome to read it. Year-end work summary of medical devices (1)

Time is running like water, and before I know it, a new year has ushered in. I have thought a lot, and the year-end summary a thousand times is nothing more than how much of the planned goals of the previous year were completed. , how much profits and taxes are achieved, and then find out the shortcomings, and formulate corrective measures and implementation plans to implement them according to the new year's work tasks and goals, etc. I decided not to say this, but to talk about my physical and mental experience and feelings from the time I came to the head office to XX.

I have been working with you for nearly a year. Looking back on this year's work history, as every employee of xx, we deeply feel the enthusiasm of the company's vigorous development and the spirit of everyone's hard work. . I am deeply relieved and happy about it.

When I first came to the head office, I came to work in the enterprise from the administrative unit. These are two units with completely different operating mechanisms. It feels refreshing to me. Every employee here comes and goes in a hurry. From work in the morning to get off work in the afternoon, everyone is busy with the work at hand. Colleagues help each other, and everyone does the work together without being dispatched by the leader. The atmosphere of unity and the vitality of struggle are inspiring. There are no idle people, let alone people browsing the Internet or playing games. It's like a locomotive running at high speed.

A month later, I came to x Medical Equipment Co., Ltd. The factory covers an area of ??xxxxx㎡, the production workshop is xxxx㎡, fully equipped, and there is an office building of xxxx㎡. The production and office conditions are very superior. .

x Medical Device Co., Ltd. is a medical device manufacturer and a xx enterprise. It has been two years since the factory was established in xxx. In these short two years, x has experienced many ups and downs and gone through many hardships. Along the way, he has been like a child learning to walk. Bumps and bumps are inevitable. How can we see a rainbow without going through wind and rain!

At the beginning of the fourth quarter of 20xx, x adjusted its strategic development direction: the main products are orthopedics and obstetrics medical devices and consumables; horizontal alliances with relevant companies; vigorously developing marketing to promote production through marketing. Have clear goals and find the right direction. The company will have a direction to move forward, and employees will have the motivation to work. I firmly believe that the company will thrive with everyone's joint efforts. Here, I would like to ask everyone, are you ready for the company's production development? Maybe you will say, I am an ordinary worker, working in an ordinary position, what can I do? Those are all the boss's business. Here, I want to tell you loudly: You are wrong! In the company's production and development process, although we are just a drop in the ocean in ordinary positions, your and my practical actions of loving our jobs and being dedicated will surely become a solid foundation for the company's development and growth.

When people live in the world, they must have a goal in life and a direction of development. To put it bluntly, they must have a basis for making a living. This relies on our company. I would like to say that the establishment of an enterprise is inseparable from every outstanding employee who is active and diligent and shares the same journey through thick and thin; the development of the company requires the continuous joining of fresh blood. Motivating each other and operating with integrity is our eternal philosophy. We are a big family, and we must accept and tolerate everyone present with a broad mind. Although we hold different positions in the company, we are all the pride of the company and the owners of the company! It is our master spirit that supports us to contribute silently to the company! The growth of an enterprise requires continuous investment in the early stage. Perhaps, everyone's efforts have not yet received satisfactory returns; however, we must believe that as long as the company develops, we can gain room for personal development. We must know that an enterprise is a cooperating whole. It requires employees’ dedication and selfless dedication! For this reason, I once again propose that we raise our arms and shout "dedication, love, selfless dedication!" With the silent support of employees, the company can move forward without worries! Through everyone's continuous efforts, we strive to improve product quality and ensure that there are no returns due to customer complaints, so as to establish the x brand in the medical device industry as soon as possible.

We will keep working hard! The glory of victory belongs to us and to all colleagues in the company! Finally, I use a short story to summarize: There are three monk temples, all far away from the river. How to solve the draft problem?

At the first temple, three monks discussed: Let’s do a relay, and each person chooses a section. The first monk stopped to rest halfway from the river; the second monk continued to pick, and then passed it to the third monk, who picked it back and poured it into the water tank. When the bucket came back empty, he continued to pick. As a result, no one was tired, and the water was quickly filled.

In the second temple, the old monk established a new temple rule: Every monk has to carry water. Whoever carries more water will have an extra dish for dinner; whoever carries less will have white rice and no vegetables. . As a result, the three monks tried their best to fetch water, and soon the water was full.

In the third temple, the three monks were very smart: there were bamboos on the mountain next to the temple, and the center of the bamboo was hollow. They cut down the bamboos on the mountain and connected them together to form a pipe. As a result, once and for all, there is no need to lift it, and cool river water flows into the temple every day.

The story of three temples solving the draft problem implies that enterprises must survive and develop:

1. They must exert a spirit of collaboration, both internally and with each other;

2. It is necessary to introduce new mechanisms, such as competition mechanisms, incentive mechanisms, etc.;

3. It is necessary to engage in innovation, including mechanism innovation, management innovation, technological innovation, etc.

The New Year is here. I wish you all a happy New Year and sincerely wish every colleague a smooth work, good health, happy family, and happy family! Year-end work summary of medical devices (2)

Summary of the work of the hospital equipment department. The equipment department has done a series of practical work in the management and maintenance of equipment, measurement management, network management, and software and hardware maintenance. Report to the leaders as follows:

First, do a good job in the management and maintenance of the hospital's equipment

(1) Effectively undertake the repair and maintenance of the hospital's medical equipment. Such as: magnetic resonance imaging system, radiology department Maintenance of pressure cookers in the supply room, air conditioning and water supply equipment for patients in various departments, laundry facilities in the laundry room, communication equipment and lines in the hospital, pharmaceutical equipment, etc. The integrity rate of the hospital's equipment is above 90%, effectively ensuring clinical use.

(2) Strengthen the institutionalization and standardization of equipment management. Carry out various tasks such as purchase, demonstration, installation, debugging, acceptance, and delivery of equipment; undertake a series of tasks such as collecting, organizing, and archiving data; such as magnetic resonance imaging systems, urine analyzers, and multi-parameter monitoring Purchase, assemble and file the instrument. Strengthen the construction of equipment systems and establish and improve systems and responsibilities. For example, 13 systems including the "Equipment Department Work System", "Medical Equipment Management System", "Medical Equipment Subscription System", "Medical Equipment Acceptance System", "Adverse Event Handling System" and "Responsibilities of the Chief of the Medical Equipment Department" were established. There are 8 responsibilities including "Responsibilities of Measurement Management Personnel" and "Responsibilities of Medical Equipment Procurement Personnel". Standardize various operable forms and further improve various reports and operating procedures in accordance with new laws and regulations. Such as: acceptance report and its work process, subscription report and its operation process, adverse event handling process and report. Further standardize machine operating procedures, establish usage registration, and strengthen equipment usage management. Further strengthen the functions of the Equipment Management Committee and strengthen the supervision of equipment from procurement to scrapping. Raise anti-corrosion awareness, refuse to accept red envelopes, and refuse to be secretive (3) Strengthen the marketization and legalization of equipment management. Establish efficiency awareness, quality awareness, and responsibility awareness in daily work. Report the "Registration Form of Medical Devices Purchased by Medical Institutions" and the "Registration Form of Medical Devices in Use by Medical Institutions" for large, valuable and key medical devices in a timely manner as required. Actively implement the application for configuration license of large medical equipment. He also actively participated in the "Medical Device Laws and Regulations" and "Special Equipment Safety Regulations" training organized by the city and county, and is producing a slide teaching video on "Popularization of Medical Equipment Management Laws and Regulations and the Practice of Equipment Management in Our Hospital" to further enhance legal awareness and gradually use Equipment work is on the right track of institutionalization, standardization and legalization.

(4) Strengthen the promotion and implementation of equipment metering management and equipment safe use. Actively cooperate with the municipal and county technical supervision bureaus and testing institutes to perform equipment measurement work. Strengthen the measurement and testing of B-ultrasound, ECG, X-ray machines, monitors, and inspection instruments to improve the accuracy of equipment reports.

Organize personnel to identify and repair facilities with potential safety hazards, such as high-pressure disinfection equipment, high-voltage power facilities, and medical first-aid facilities, and use safe passages. Those that should be evacuated should be evacuated resolutely, and those that should be renovated should be renovated. Participated in the "Electrician's Network Access Permit" training organized by Mianyang Electrical Industry Association, and obtained the Electrician's Network Access Permit, establishing a mindset of holding a certificate and putting safety first when working.

(5) Strengthen the introduction of new equipment and the application of new technologies to improve the overall strength of the hospital. In recent years, in order to improve the predicament of backward hospital equipment, lagging medical education and scientific research, and slow hospital development, the hospital has made efforts to increase investment in equipment, and has successively introduced fully automatic biochemical analyzers, Toshiba color ultrasound, British plasma endoscopy systems, and Olin Bass electronic gastrointestinal endoscopy, magnetic resonance imaging system, etc. have changed the history of traditional Chinese medicine hospitals that only rely on "looking, smelling, asking, and cutting" to eat, and have improved the level of diagnosis and treatment.

Second, improve the hospital’s His system and strengthen informatization construction

(1) Do a good job in network management and software and hardware maintenance of the hospital’s computer information management system; strengthen data security operation monitoring and maintenance; strengthen the monitoring and management of safe operation of network equipment. Timely repair network hardware and solve difficult problems in software operation to ensure the normal, efficient and safe operation of his system.

(2) Increase investment in hardware and improve network facilities. Submitted the "Report on the Current Situation of the Hospital Network System and Suggestions on Upgrading and Transformation", applied for and recommended the purchase of an HP370 server, and further improved the network configuration to ensure safe and efficient operation of the network.

(3) Improve the software system and strengthen system construction. Further improve the computer information management system, install a new hospitalization charging system and standard fee system, organize relevant operators to conduct technical skills training and rule learning, and establish effective operating procedures, such as "Pharmacy Computer Operating Procedures", "Outpatient Charging Computer Operating Procedures" and "Computer Operating Procedures for Hospital Charges". Strengthen the cultivation of team spirit and personal responsibility. Improved the reporting system. Newly designed statistical reports, such as department workload reports, doctor workload reports, and income comparison reports.

(4) Strengthen knowledge training and strengthen operational skills. Take advantage of the opportunity to participate in the "Cisco Network Expert China Tour" to learn from the representatives, increase your knowledge of network security and high-speed operation, improve your network management and maintenance capabilities, and promote the healthy development of hospital computer applications.

Third, strengthen coordination and contact work

Whether it is equipment work or network management affairs, it is necessary to strengthen coordination and contact work with various departments and relevant personnel; do a good job in uploading Delegate work and conscientiously understand and implement the leadership's work intentions and decisions. Make positive and useful suggestions for leaders to make decisions on equipment work, actively cooperate with various departments in equipment maintenance and network work, and maximize clinical services.

In short, with the care and support of the hospital leaders and the cooperation of various departments, the Equipment Department further manages and maintains the equipment in accordance with the "Second Class A" and "Hospital Management Year" requirements, so that the hospital can Equipment management and maintenance as well as hospital information construction have reached a new level of institutionalization, standardization and legalization.

Finally, I hope that all leaders and experts will provide more opinions and suggestions for our hospital to further strengthen and improve equipment management in the future; we believe that riding on the spring breeze of the "Hospital Management Year", everyone will With the care and love of leaders and experts, we will further increase investment in human and material resources for equipment, strengthen equipment promotion, strengthen technical skills training for maintenance personnel and operators, and further strengthen the institutionalization, standardization, and legalization of equipment work. Medical device year-end work summary (3)

It has been a year since I started working in the marketing department. During this year, the company leaders, department leaders, and company colleagues gave me great support and help, which enabled me to quickly understand and become familiar with the business I was responsible for. At the same time, I also realized that the marketing department personnel are the core of the company. The hard work and determination of the department. During this period, with the help and guidance of my leaders and colleagues, and through my own efforts, I have made certain progress in all aspects. I will now briefly report my work as follows.

1. Sales performance status

During the internship period and the end of the internship period, I did not create any value for the company in terms of sales tasks, and did not complete every task stipulated by the marketing department. Monthly sales tasks.

2. Work performance status

1. In terms of product understanding

Through this period of time, everything started from scratch, and I became familiar with the company environment and became familiar with it. Understand the use, model, material, characteristics, etc. of xx products, as well as the basic situation of the products in the current market. xx is currently not widely used in hospitals. Customers and hospitals know little about xx products. Due to factors such as product raw materials, the product price is high. However, due to its product features and advantages, customers and hospitals are more interested in xx products. , full of expectations for future cooperation with such new products and high-quality products;

2. In customer development

Through this period of time, we are looking for customer information through the Internet every day, online, Call customers on the phone, strengthen communication and cooperation with customers, and keep records of daily customer visits. Customer resources have been greatly accumulated, and some customers are developing hospitals, laying the foundation for the next customer transaction. foundation. Companies such as xx Technology and xx Medical Equipment are currently in the process of hospital development;

3. In the bidding for medical consumables

Through this period of time, we will pay attention to the medical care of provinces, cities and hospitals across the country. Consumables bidding, participating in assisting the bidding of medical consumables, looking for dealers with cooperation intentions to participate in the bidding, and preparing for the operation of the hospital after the product wins the bid. For example, in the consumables tender in xx City in 20xx, xx and xx products have won the bid, and xx instruments and xx medical devices in xx City have been selected as the company's distributor and operate the hospital at the same time. The bidding for consumables of xx Cancer Hospital in 20xx is in progress. xx and xx have authorized xx Trading to participate in the bidding. The manager of the other company is quite satisfied with the products and asked someone to find the director of the cancer hospital to introduce the company's products. The business has brought color pages and samples to the hospital. clinical. The bidding for consumables in xx City in 20xx is in progress. There are already companies interested in bidding products and willing to help submit bids and complete product quotations before the year;

3. Main problems in sales< /p>

After this period of hard work, I also discovered many of my own problems in sales work.

1. Not familiar enough with the product

During the customer development process, I found that I was not familiar enough with the company’s products, such as product supply prices and hospital admission recommendations. price, product details, etc. In particular, they do not know enough about the situation of similar products in the market and the differences between them and their own products in terms of price, quality, etc.;

2. The communication skills with customers are not mature enough

< p> During the customer development process, I found that I need to strengthen my communication skills with customers. With the guidance and help of department leaders, there have been significant improvements and improvements in this aspect;

IV. Next year and beyond Plan

1. Strive to complete the monthly sales tasks

Through the customer resources accumulated before and the new customers that will be continuously developed in the future, strengthen customer visits and communication, and make full use of precious working time every day , constantly develop new customers, visit old customers in a timely manner, sign contracts, and complete monthly sales tasks;

2. Improve business capabilities

Through daily communication with customers, identify problems and solve problems , constantly improve communication skills with customers and enhance one's business capabilities;

3. Be familiar with products and the market

In daily work, through self-study and introduction to customers products, constantly familiar with the products, familiar with the market, understand the product medical insurance reimbursement, hospital operating procedures, etc., and can solve any problems raised by customers at any time;

4. Develop the product bidding market

Currently xx and xx products have won the bid in Tieling. We will promptly follow up and communicate with current interested customers, and continue to develop new interested customers to develop local hospitals. Timely follow up on the progress of the consumable bidding of ** Cancer Hospital and ** City, and always pay attention to the consumable bidding activities of various regions, provinces and cities;

5. Complete other tasks assigned by the company's leadership, obey the company's leadership arrangements, and assist Complete the work of other departments of the company and strengthen communication between company departments. The above is a summary of my personal work in the marketing department. It is also a summary of my personal sales work in 20xx. If there are any shortcomings, please correct me.

Medical device year-end work summary (4)

The medical device sales industry is developing rapidly with a growth rate of 14% to 15% every year, but the problem of the aging of medical device sales techniques and marketing models has gradually surfaced. Improving the skills of sales staff has become an increasing topic among CEOs.

The medical device industry is knowledge-intensive and capital-intensive, so the barriers to entry are high. However, it has still attracted a large amount of capital in recent years. The huge profits cannot but be said to be a very tempting reason. . However, the product's high price, long service life, and strict customer requirements have posed many problems to the sales staff and poured countless basins of cold water on them. What to do and whether to continue doing it may be questions they have been asking. The answer, of course, is to keep going. The trick is to stick with it. The following are sales tips compiled from a comparison of hospital equipment and household equipment for reference by confused medical device sales staff.

Let me mention again that to win the medical device market, it is impossible to win quickly and the only way is to fight a protracted war. On this road, it is difficult for salespeople to succeed without good psychological quality, professional knowledge and sales skills.

1. Analyze the psychology of various customers

At present, the sales methods of medical devices on the market can be roughly divided into three types: First, sales at designated or non-fixed points in the community, commonly known as "errand style" ". The second type is conference marketing, which can be divided into single conference marketing type and compound conference marketing type. At present, the proportion of single-type conference marketing is already low, and the "community store + conference marketing" model is more common. Because of the increased pre-screening process, the input-output ratio of conference marketing has improved, but the weakness of high marketing costs is also obvious. . The third is the "experience center" model. Compared with conference marketing, it is characterized by a long purchase cycle and higher customer satisfaction.

After understanding the above basic situation, we must also understand the psychology of different consumers. Take household medical devices as an example. The reason why ordinary consumers invest in medical devices is to protect their health. And if they fail to achieve this goal, they will be blamed by other family members. If this happens, it will be very detrimental to the establishment of product brands and the formation of reputation.

For medical institutions, they are usually willing to place orders as long as they believe they can make profits within a short period of time (i.e., the payback period). It is more difficult to obtain orders for administrative equipment. This is because many hospitals have this understanding: purchasing production equipment can make money; purchasing office equipment only makes employees more comfortable and will not be of great benefit to the hospital. Therefore, hospitals do not pay much attention to purchasing management equipment. Approval of sexual equipment is often subject to stricter controls.

Consumers pay more attention to the use value of the product when purchasing medical devices, while consumers who purchase daily necessities may consider more issues such as the image and taste of the product. Although price is also an important factor in medical device sales, the first factor is definitely quality. Because consumers all have this understanding - no matter how cheap something is, it is "in vain" to improve the quality of life if it cannot eliminate the pain.

For medical institutions, quality is also the first factor to consider. Because product quality is directly related to the health and even life of patients. Without this foundation, the normal operation of the hospital is impossible. When purchasing equipment, leaders are also very concerned about the equipment's operating costs, durability, reliability and after-sales service. Only when these factors meet the hospital's requirements will they consider purchasing.

Sales personnel must work according to the above psychological characteristics. Taking administrative equipment as an example, it can be marketed as "production equipment", focusing on the product's ability to improve efficiency, and letting buyers clearly understand how the product reduces the service costs (time and labor costs) of medical institutions. Thereby persuading the other party to finally purchase. When facing home users, more emphasis should be placed on the health care functions, convenience and speed of its products.

2. Improve personal psychological quality

Generally speaking, the transaction volume of medical equipment is several times that of daily consumer goods. It is common for a medical device salesperson to sign a contract worth several hundred thousand yuan, and it is not uncommon for a business to be worth several million yuan. Huge numbers certainly mean profits, but from another perspective, the activities of medical device salespeople involve huge amounts of money and bear extremely heavy responsibilities. They should spend enough time and energy to study the business.

Working in this environment, some novice medical device salespeople feel heavy mental pressure and feel "out of breath". A young man selling X-ray machines just received a shopping plan worth more than 3 million from a large hospital. Since he had no similar experience in the past, he could not sleep at night, worrying all day long that he would not be able to complete the task, and he could not even live a normal life calmly. The final result was that due to poor mental state, failure to communicate effectively, the business was not concluded.

In reality, this kind of thing often happens to novices. In fact, there is a Jewish saying: "Little children - small problems; big children - big problems", which means that people should choose different paths based on their own personality and psychological characteristics. If you want to play a "big role" in the market, you must first weigh your own psychological endurance and various strengths. If sales of personal medical devices cannot be increased.

3. Compete for endurance and win the long-distance race

The procurement procedures for medical devices vary according to different management methods, which depends on the size and management focus of the hospital. Generally speaking, the request may be made by the technical department or the relevant physician and then handed over to the purchasing department. If the price of purchased products exceeds the norm, top leadership may intervene to make the final decision.

Even in a small company, the power to purchase all important materials is in the hands of the boss, but in the decision-making process, the boss is more or less influenced by his subordinates. For example, if a hospital wants to purchase a photometer, although the final decision lies with the boss, which brand and model of product should be purchased? At this time, the photometer's advice may play a big role, because he uses this kind of machine the most and has the most say. It can be seen that medical device salespeople usually face a complex situation and often need to deal with all kinds of people. They must consider the overall situation, find the key links of the work, and make breakthroughs in order to finally complete the business.

Some people say that in the medical device market, only those with “connections” can have customers. This conclusion may be debatable, but it also reminds us that sales work is not just as simple as “selling things”. When target customers have established good relationships with competitors, whether you can get involved is the starting point for all subsequent work; conversely, once you have established long-term relationships with customers and can continue to provide them with good follow-up services, It's like erecting a strong barrier to block the invasion of competitors.

The sales director of a certain photometric factory once spent two full years before entering a hospital. In order to open up this customer, he worked hard, visited again and again, and made suggestions on product maintenance and other aspects from time to time. He said, I never expect new salespeople to achieve anything in their first year. I just want them to be familiar with the product, be prepared, and be in constant contact with customers.

Indeed, negotiations for medical device transactions sometimes last for a long time, even several years. Therefore, the work model of quick success and quick profit is not suitable for the medical device field.

4. Service-oriented is no child’s play

Service has become one of the themes of current business competition, especially for the medical device industry. It’s no exaggeration to say that in many cases, the ability to repair quickly can be the main reason for doing business. If after purchasing a product, problems often occur during use, and it is difficult to find the necessary parts and manpower for immediate repairs after problems occur - this kind of thing will seriously affect the relationship between the buyer and seller of the medical device.

In my country, large and medium-sized hospitals are extremely busy with daily work, and their equipment is often overloaded. Many hospitals have said that in order to obtain timely maintenance services, they would rather spend more money and even purchase some maintenance parts to keep in stock. This shows how important after-sales service for medical devices is. For medical device salespeople, getting an order is just the beginning of their work. The success of a medical device salesperson depends largely on the subsequent service work. Therefore, medical device salespeople should do every after-sales job effectively, especially when dealing with the problems of large customers, and must not lose the big for the small.

5. Pay close attention to look for opportunities

It should be known that the demand for medical devices is completely dominated by consumer demand. In the final analysis, the demand for medical devices is derived from consumer demand. No one will buy a medical device due to psychological factors such as collection, following trends, and love.

Therefore, we say that the total demand for medical equipment cannot be scalable.

Budget constraints are an unavoidable problem for medical device salespeople. If the purchase funds for the products you sell have been included in the budget, that is great; if they are not included in the budget, you will be in trouble. , because it is difficult to pass a budget reapply.

Shrewd executives of large companies know that any change in the internal operating order has the potential to cause chaos, and that new products or new methods may disrupt the original operating order. But if the client has a new leader, this might be a good opportunity to step in. The ability to find and seize these opportunities requires salespeople to pay close attention to them and truly understand the customer's internal situation.