A Case Study Of Integrated Logistics Marketing In Jiang Zhong Pharmaceutical Industry

The post office of Harbin, Heilongjiang province has developed the integrated business of distributing, distributing, distributing, distributing and distributing drugs in the group of Jiang Zhong Group. In the past year, the integrated business development has achieved warehousing revenue and distribution.

Scanning market targeting

"Basing on Harbin City and taking account of the whole country" is the principle that Harbin post office adheres to in developing the logistics market. The Harbin bureau insists on the principle of market orientation, user centered and efficiency oriented, and does a solid job in marketing. The postal logistics integration business is really based on the core business of postal logistics, and actively develops two integrated logistics businesses, including warehousing, spanportation or distribution. They make full use of all kinds of postal logistics service products to further develop potential users, especially pay attention to information collection of pharmaceutical circulation enterprises. The increasingly prosperous pharmaceutical market has brought unlimited business opportunities to the development of the logistics industry. Medicine has become an important import and export commodity in Heilongjiang province. Many businessmen have been optimistic about the "Fengshui treasure land" of the pharmaceutical logistics market, and have made every effort to carry out market campaigns. Facing fierce competition in the market, the company has actively visited pharmaceutical distribution chain, drug distributors in the province and other pharmaceutical distributors.

In contact with Long Wei Tong Xin and people's Tai Tai drugstore, the Harbin Bureau learned that the sales of medicines and health foods such as Jianwei Xiaoshi tablets, grass coral lozenges, bright voice and so on were very large, and the logistics service provided by them was a logistics company in Shenzhen. Because the Harbin Post Logistics Bureau established a cooperative relationship with the company in the early days of its establishment, and through searching the archives of large logistics users, they found the warehouse for the logistics company to store medicines in the river, and obtained first-hand information. Then, the Bureau has formulated corresponding logistics solutions, and has closely communicated with the Logistics Bureau of Nanchang post office of Jiangxi province. With the help of logistics companies, we have firmly grasped the opportunity to cooperate with the pharmaceutical industry in Jiangxi, so as to make every effort to win the logistics revenue of the drug sales department in Heilongjiang.

Six weapons attack the world

In the business development of Jiang Zhong pharmaceutical industry, the Harbin Bureau has displayed six powerful weapons, which have been progressively step-by-step, and finally won the customers' hearts.

The first weapon is the letter of solicitation for the integration of postal logistics. The Harbin bureau first made a detailed investigation on the basic information of Jiang Zhong pharmaceutical company, the basic situation of the existing logistics and distribution, the specific matters of logistics operation, the financial settlement, the information feedback requirements, the collection of loans and other logistics business needs. This weapon has fully demonstrated the postal research ability and cooperation sincerity, expressed the respect and understanding to the customer.

The second weapon is the information list of logistics clients in Heilongjiang Harbin post office. They collected and analyzed the relevant information of Jiang's pharmaceutical industry, and made preparations for losing time and fighting until they succeeded, and strengthened the confidence of developing users.

The third weapon is the "Jiang Zhong pharmaceutical postal logistics solution". According to the actual situation of the pharmaceutical industry in the Yangtze River, they detailed the background of the two companies, the understanding of the logistics needs of Party A, the basis of common development and cooperation, the implementation process of the integrated logistics of postal distributors, the advantages and future prospects of postal cooperation, and so on.

The fourth weapon is an invitation letter. The Harbin Bureau promptly and sincerely invited the head of the Jiang Zhong pharmaceutical industry to go to Harbin on the spot to carry out the on-the-spot investigation, which reflected the initiative of postal logistics management.

The fifth weapon is a warehouse that meets the requirements of GMP, as well as a computer equipment, network connection, cargo management, import and export operation facilities related to drug storage and distribution integrated business.

The sixth weapon is to serve wholeheartedly. The Harbin bureau is guided by the principle of mutual benefit and mutual benefit. It enables users to feel the sincerity of postal cooperation and strive to maintain customer relationship with quality personalized service.

These six weapons "after the move", it really aroused the reaction of the other side. In July 31, 2006, the representative of Jiang Zhong Group arrived in Harbin to inspect postal logistics, and reached a cooperation intention on that day. At the same time, it completed the shift from the whole logistics warehouse to the postal logistics warehouse at 8 o'clock that night, and realized the goal of the postal logistics department to manufacture the enterprise stationed in the province's sales organization as the customer.

In accordance with the core service mode of "warehousing + distribution", the Harbin Bureau on July 31st took the inventory of medicine in the group during the day, and spanferred it from the whole logistics intermediate store to the postal logistics warehouse, providing the province with integrated logistics services such as spanportation, distribution, warehousing management, packing and tally, circulation processing, information management, return processing, and collecting money. {page_break}

Shaping details quality

"Lock the user's heart in order to lock the user's pocket." The most effective magic weapon to attract users is personalized service. Over the past year, the Harbin Bureau has started from the internal management, set up a system of rules and regulations, and has made detailed services to further improve and strengthen the on-site management.

In the internal management, the Harbin Bureau has established a clear management process and work order, determined the flow of management information, defined the division of labor and cooperation among staff members, and persisted in the "entry and entry registration, goods not mixed up, personnel leaving unchecked, setting standards for release, keeping the warehouse in place", implementing three level responsibility system for the three links of warehousing, spanportation and distribution, and carrying out job spanfer and laid-off treatment for those violating the system, so that every employee can make no effort to make any mistakes and maximize the initiative and enthusiasm of the staff.

　　 Harbin The Bureau selects competent personnel to carry out specialized information management, timely receive and print timely information on drugs in the river, timely sorting, timely spanportation and timely distribution; pay attention to communication with the Logistics Department of Jiang Zhong Group, Nanchang post logistics company, Heilongjiang group of Jiang Zhong Group, and drug agents in the Yangtze River, and timely inform the development problems, and resolve them at the first time; strictly follow the requirements of the business regulations and contractual commitments, dynamically track the processing process and timely feedback to customers; timely and comprehensive grasp of first-hand information, ensure the safety of goods, and timely and accurately feedback the processing situation. For abnormal situations, they carefully analyze the causes, and constantly improve the project operation process until the problem is solved to ensure customer satisfaction.

At the same time, the Harbin Bureau actively reported and communicated with the drug administration departments, gained support, and reformed the existing postal storage resources in accordance with the "drug management quality management standard" (that is, GSP).

Harvest and Enlightenment

1., arrange the market and focus. public relations 。 Establish marketing network, standardize marketing process, classify information and avoid market blank. Focusing on public relations, we should select the "breakthrough point" of customer cooperation, make full use of PR, and make use of the unique advantages of postal prestige brand and network resources to make scientific planning.

2. actively carry out dealer logistics business, improve postal logistics supply chain service capabilities. The Harbin Bureau has actively introduced the experience of postal pharmaceutical logistics operation to pharmaceutical distributors, striving to provide the province with the services of "warehousing + distribution", which is conducive to promoting the rapid development of integrated logistics business in the province and forming differentiation advantages, which is of great significance for the survival and long-term development of postal logistics.

3. pay attention to the communication with the brotherhood, pay close attention to all kinds of business information, strengthen the management of large users' archives, and never let any chance to develop new users. For Jiang Zhong Group's strict requirements for return, the Harbin Bureau has also actively strengthened mutual assistance with the brotherhood units in the province to avoid adverse effects on freight settlement.

4. customer centered, constantly improving service levels. Careful maintenance is the magic weapon for the development of postal logistics business. After cooperation with major logistics customers, postal service must cater to the needs of the development of its own interests, grasp its own characteristics, highlight the advantages of China Post's linkage and cooperation, and provide a practical "personalized" logistics solution, showing the core competitiveness of postal network resources, and achieving good results, so as to get its own economic benefits.