The Design Of Curatorial Retailing Chain Based On CRM For Zhangjiakou Pharmaceutical Group

The domestic medicine market has varied much since 2001.Our state manufacture carried out a series of policy including the division of medicine and drug, choosing and purchasing of drugs by inviting bids, classifying of drugs(OTC) and medicine insurance system carrying out gradually in China. The purpose of all the policy is to regulate the circulation of drugs in our state, to reduce the price and make our pharmaceutical industry more collectivize and more sweeping. So curatorial retailing chain is the inevitable result of this trend. The set up of this chain can supply a database for the CRM of curatorial enterprises and supply an advantage for ulterior study in this field.This paper analyses the medical operational mechanism. Based on Jap's five phases model in customer lifetime, this paper brings forward the method to use three guideline(Lifetime Duration of Customer Relationship,Lifetime Profit and Curve of Lifetime-Profit) to separate customer resource. Moreover, the author also makes different strategies for different curatorial customers.Finally, this paper carries out a demonstration research according to the design of curatorial retailing chain based on CRM for Zhangjiakou Pharmaceutical Group. This research forecasts the developing trend of curatorial retailing chain in our state and designs a CRM flow chat for Zhangjiakou Pharmaceutical Group. And put up with the market innovation methods for this company.