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论文编号：	10880
作者编号：	2120163177
上传时间：	2019/6/12 18:27:06
中文题目：	CSO模式下GP医药公司的采购战略研究
英文题目：	Research on Procurement Strategy of GP Pharmaceutical Company under CSO Mode
指导老师：	张建勇
中文关键字：	合同销售组织，采购战略，两票制，进口药品，GP公司
英文关键字：	CSO, Procurement Strategy, Two-Invoice System, Import drug products, GP Company
中文摘要：	近年来，中国经济发展进入新常态，在党中央的指引下，国务院、人力资源和社会保障部、国家药品监督管理局等监管机构先后出台多项法规政策，新版GMP、GSP认证，2015版《中国药典》、两票制、仿制药一致性评价、药品生产现场核查、公立医院“4+7”带量采购等一系列政策应运而生，这既给医药行业内的生产、流通企业带来新的压力与挑战，同时又给不少规范的、有实力的企业带来了新的机遇与发展前景。合同销售组织（Contract Sales Organization，CSO）是近年来国外颇受欢迎的商业机构组织，它可为客户公司在产品和服务的销售和市场营销方面提供全面的专业帮助。在当前两票制大环境下，传统意义上的医药流通企业逐渐寻求转型，医药流通领域涌现出很多CSO模式的医药公司。“重销售、轻研发、轻采购”是CSO公司的主要特点，对于数量众多的CSO公司来说，如何提高采购管理并扩大经营范围，供应链环节向业务的前后端延伸，提供更加优质、全面的服务，是赢得市场的关键。这其中，选取恰当的采购策略对CSO企业的供应链管理起着至关重要的作用。 GP医药公司成立于1994年，作为国内较早采用CSO模式的药品经营企业，专注于进口药品制剂、原料药、医疗器械等产品的营销与经营，近年来快速增长，2018年度销售额超过14亿人民币。本文选取GP公司作为研究样本，从采购战略理论出发，针对GP公司的采购现状及问题进行分析研究，利用PESTEL、五力模型及SWOT等方法，回顾GP公司内外部竞争环境，找出公司采购战略存在的问题，从文化、组织、架构、人才和业务等层面对公司的供应链采购全流程进行梳理优化，并分别对GP公司已有产品及新产品的采购战略的实施与保障进行论述，目标是匹配公司“两头在内、一头在外”的经营理念以及“三年翻一番，五年再翻番”的战略发展目标。
英文摘要：	China’s economic development is moving fast to a new trend during the past few years. Under the general guidance of the Party Central Committee, many new policies have been announced by the State Council, Ministry of Human Resources and Social Security, National Medical Products Administration, like GMP, GSP, China Pharmacopeia(2015), Two Invoice System, Consistency Evaluation of Generic drugs, On-site inspection to manufacturers, “4+7” ordering and purchasing from public hospitals. These policies not only bring many impacts and challenges to pharmaceutical manufacturing and sales companies, but also stand for new opportunities to some compliant and competitive companies. Contract Sales Organizations are recently warmly welcomed and rewarded; these commercial organizations and companies provide professional service in marketing and sales of pharmaceutical products to both domestic and foreign manufacturers. Under the Two-Invoice System circumstances, traditional pharmaceutical distributing companies are searching for transitions while many CSO mode companies are emerging quickly. For most CSO companies, “Strong in sales, weak in R&D and procurement” is the main feature, the key issue to win in the market is to expand its own business scope by enhancing internal procurement management and extending to both front and back ends, along with more comprehensive and high quality services. Among all these factors, it is very crucial for CSO companies to select the most appropriate procurement strategy in supply chain management process. Founded in 1994, GP Pharmaceutical Company has been specialized in sales of import drug products, API (Active pharmaceutical ingredients), medical devices and so on for many years. Being one of the earliest established CSO companies in China, GP Company is growing rapidly with the total sales revenue of more than 1.4 billion RMB in 2018. This thesis was written through the example of GP Company, analyzing whose procurement situation and issues based upon the theory of procurement strategy. Also, PESTEL, the Five-Force Model and SWOT were used to find out the problems of GP’s procurement strategy, by reviewing GP company’s internal and external competing environment. The whole process of supply chain and procurement activities were analyzed and optimized with corresponding implementation and assurance evidences, from the perspectives of culture, organization, structure, human resource, business, etc. The new procurement strategy was made to match GP company’s operating philosophy of “Two Ends inside China, One End on Abroad” and business strategic target of “Double in 3 Years and Double Again in 5 Years”.
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