| Essential infusion production enterprises are excessive in China. The market competition is fierce, especially in 2009 after the official launch of tenders for essential drugs, fueling the industry's survival of the fittest. Essential infusion bidding has three modes, how to develop bidding strategies have become the focus of infusion production enterprise of high quality work. Donghu Pharmaceutical Company has always been actively involved in provincial transfusion bids, but the results are not very satisfactory. How to study the three modes of tendering system, analyze their essential characteristics, and combine with the actual situation of the enterprise to develop targeted bidding strategies, increase hit rate, is one of the important tasks for Donghu Pharmaceutical Company.This thesis firstly summarizes essential drugs purchasing by public bidding and tendering strategy of the latest research results, then analyzes tendering status of Donghu Pharmaceutical Company and existing problems of the drug industry. Then, it comparatively studies on three kinds of current bidding models of basic processes, tendering system, tendering results and problems of the system. The thesis proposes different mode of tendering strategies for Donghu Pharmaceutical Company: double envelope tendering mode takes "focusing provinces voted profit marked, and competitive provinces insured this marked, and other provinces giving up; technology marking scored strive to supreme; business marking measuring optimistic and pessimistic quotes, and again combining actual status, taking optimal quotes decision"; integrated evaluation tender mode takes "providing optimal technology file, and providing value-added service differences of marketing and enhanced after-sales service"; directly procurement tender mode takes " optimizing channel management, increasing end customer satisfaction surveys, providing value-added services differentiated marketing and paying close attention to the market opportunities". Different bidding strategies' goals are to increase hit rate and enhance core competitiveness of Donghu Pharmaceutical Company. Studying on transfusion bidding strategy is the basis for this thesis, and determining bidding strategies provide the basis for Donghu Pharmaceutical Company. Hope that the conclusions of this thesis can provide references for other enterprise to make tendering strategies. |
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