Какой должна быть система закупок в клинике
Галина Ксензова, медицинский маркетолог, автор книги «Эффективный маркетинг в медицине», консультант по медицинскому маркетингу и менеджменту, основатель компании «Гуру Трейд», рассказала НаПоправку, как выстроить систему закупок в клинике. Компания «Гуру Трейд» занимается поставкой медицинских расходных материалов и оборудования по всей России.
Как клиники ведут закупки
Процедуру закупок в клиниках можно условно разделить на 4 этапа:
- Возникновение потребности.
- Сбор заявок и формирование заказа.
- Выбор поставщика.
- Учет расходов и планирование будущих поставок с учетов расходов.
Но каждый из этапов в разных клиниках выглядит по-разному, и на каждом из них клиника может нести убытки.
Возникновение потребности
Начнем с потребностей. Единичные клиники ведут учет расходных материалов и планируют закупки заранее. Но у большинства все происходит на глаз. Раз в неделю ответственный сотрудник открывает шкафчики и навскидку определяет, чего осталось мало. Некоторые медцентры даже могут закупать материалы, когда пациент уже записался на процедуру, например, на отбеливание зубов.
Минус таких закупок — клиника рискует остаться без расходника, а значит — и без услуги, для которой этот расходник требуется.
Клиника покупает, когда запасы заканчиваются. Если возникнет сбой поставок, нехватка может превратиться в отсутствие. Даже в спокойные времена по разным причинам иногда нарушаются логистические цепочки. В 2022-ом году санкции вообще обрушили многие связи.
Но есть и призрачный плюс: так клиника уверена, что не замораживает деньги. Если спрос упадет, простоя склада не будет.
Сбор заявок и формирование заказа
На следующем этапе идет формирование заявки на закупку расходного материала. Обычно в клиниках этим занимается отдел закупок, старшая медицинская сестра, администратор или врачи.
Если этим занимается отдел закупок, то туда стекается вся информация от медицинского блока, сотрудники собирают предложения от всех поставщиков, сверяют характеристики материалов, условия поставок и оплаты и т. д. В целом отдел закупок — это один из самых правильных и выгодных способов вести эту деятельность.
В случае со старшей медсестрой система примерно такая же. Но старшая медсестра часто еще ведет и остатки и видит склад. Отдел закупок этим обычно не занимается.
Поставщикам удобнее работать со старшей медсестрой, потому что она понимает, можно что-то заменить на аналог или нет, и может согласовать такие замены. Отдел закупок церемониться не станет.
Хуже, если в клинике закупками занимается администратор. Такое часто случается в стоматологии. Тогда проблемы возникают везде. Во-первых, администратор часто не разбирается в расходных материалах, не понимает, что нужно. Может заказать, а потом сказать: «Подождите, мы передумали». Во-вторых, администратор обычно выбирает варианты подешевле, даже если они некачественные.
Например, сейчас на рынке дефицит гуттаперчевых штифтов, и выбирать размеры не приходится. Они применяются при пломбировании корневых каналов зубов, то есть вопрос срочный. Мы стараемся подбирать их хотя бы примерно под нужды заказчика. Но один в один сейчас найти невозможно. Надо соглашаться на ближайшие аналоги, потому что альтернативы нет и сложности с этим товаром начались еще в июне. Врач и медсестра это понимают, а администратор — нет. Некоторые даже настаивают не только на конкретном размере, но и на производителе.
Вообще каждый сотрудник должен заниматься своим делом. Оптимизация — это, конечно, очень здорово и правильно. Но оптимизировать все нельзя. Закупки — это целая профессия, которой учатся. Потому что закупки сильно сказываются на ценообразовании услуг, на рентабельности клиники, на эффективности работы, на качестве работы врачей, их комфорте.
В России же администратор считается таким разнорабочим и на него вешается все. Но это не просто человек, который не нашел работу получше и вдруг стал администратором. Это самостоятельная профессия, от которой в клинике многое зависит. Администратор — это и продавец, и консультант, и специалист службы заботы. Одно неверное слово администратора — и мнение обо всей клинике перечеркнуто. Соответственно, такой специалист физически не может качественно выполнять еще и работу закупщика. Что-то одно точно будет страдать. Безусловно, во всем случаются исключения, но в целом картина выглядит именно так.
Выбор поставщика
На этом этапе возникают две крайности. Первая крайность — выбрать одного поставщика и работать с ним по всем позициям. Это неплохо. Я как поставщик, конечно, заинтересована именно в таких клиниках. Но важно, чтобы поставщик отвечал клинике взаимностью, не завышал цены и оставался партнером в любой ситуации. Связывался с заводами, искал альтернативы, если товара нет на рынке, при необходимости перекупал у других поставщиков и гарантировал качество. Потому что качественная поставка — это залог здоровья пациента в первую очередь.
Но так думают не все. К сожалению, в феврале 2022-го года часть поставщиков закрылась и открылась только в апреле, когда рынок пришел в норму, а некоторые производители и вовсе ушли с российского рынка. В результате клиники остались без расходных материалов.
Например, мне звонит клиника и говорит, что у них месяц (!) не работает ЭКГ. Они не купили бумагу заранее, а у поставщика не оказалось на складке, он озвучил ожидание 45 дней. Наша компания отгрузила бумагу за 4 дня. У нас ее тоже не было, но мы нашли в маленьком городе на другом конце страны и привезли. Хотя понимали: гарантий, что эта клиника теперь станет только нашим клиентом, у нас нет.
Но важнее другое: целый месяц клиника не могла делать ЭКГ, то есть обследовать пациентов и готовить их к операциям. Цена вопроса — 1532 рубля за 10 пачек. В одной пачке 100 листов, то есть это 1000 пациентов, которые не получили помощь. Клиника была привязана к одному поставщику и могла потерять 1000 пациентов. Об этих рисках я уже говорила, и они наступают при отсутствии планирования закупок.
Любопытно, что врач или директор клиники всегда готовы рассматривать новых поставщиков, а администратор — нет. Он уже привык и ему некогда мониторить цены. Старшие медсестры тоже иногда сопротивляются новым поставщикам, а иногда боятся что-то менять, потому что оплачивает счета и подписывает контракты директор или собственник. Когда он видит нового поставщика, он спрашивает: «А почему это ты меняешь подрядчика? Тот был плохой?». Ответ: «Нет, не плохой, но вот этот дешевле, вот этот быстрее привозит». Тогда директор делает вывод: «То есть ты неправильно выбрала в первый раз поставщика?». Хотя на тот момент поставщик был отличным, но рынок меняется, цены растут.
Если клиника не готова рассматривать варианты, работать с разными поставщиками, она проигрывает. Нельзя складывать все яйца в одну корзину. Нельзя закрываться от предложений и новых вариантов. Вдруг они окажутся лучше? Например, аналоги эндоскопического оборудования сейчас стала производить Германия. Японцы отказались его поставлять, зато немцы согласились. Они сделали такое же и возят. И цена оказалась дешевле.
Вторая крайность — клиника постоянно меняет поставщиков. Каждый месяц выбирается список поставщиков и между ними проводится некий внутренний тендер. Закупка происходит у того, кто предложит минимальную цену. В результате именно от таких клиник часто на переговорах слышишь: «Покажите ваш товар, а то вот нам привезли перчатки, а они рассыпались, нам привезли шприцы, а они пожелтевшие».
Если выбирать расходники только по цене, риски получить товар низкого качества весьма велики. Кроме того, существуют поставщики, которые в таких условиях стараются максимально демпинговать в расчете, что, получив этот заказ, они поднимут цены в будущем и выйдут в плюс. И когда клиника на следующий период получает ценовые предложения более адекватные рынку, она не может сопротивляться, так как цена рыночная. В результате возникают серьезные отклонения в прибыли.
В отношениях с поставщиками невероятно важно партнерство. Приведу пример. Нам позвонила клиника — постоянный клиент — и рассказала, что им предложили стерильные перчатки по 22 рубля. А всю зиму стерильные перчатки стоили 35 рублей, но сейчас они сильно упали в цене. Мы начали разбираться и выяснили, что цена действительно упала, но у нас на складе лежал большой остаток по старой цене. Естественно, мы отгрузили клиенту перчатки по 22 рубля, потому что условия рынка изменились. Эта не попытка сбить цену или как-то на нас нажиться. Это нормальная честная конкуренция. И большое спасибо клиенту, что они не молча ушли, а честно рассказали, что произошло.
Помните: поставщик — это тоже потенциальный пациент и важная точка контакта клиники. Всегда проявляйте к нему уважение. Это тоже приходит с опытом. Однажды я устроилась работать в клинику в маленьком городе и в процессе выяснила, что у нее огромная задолженность перед поставщиком оборудования. Город маленький, поставщик знал все клиники и врачей и постепенно начал плохо отзываться о моем работодателе. К нам не хотели идти работать врачи, так как слух о том, что у клиники есть финансовые проблемы, пошел очень быстро. Это отразилось и на пациентопотоке. Проблему удалось решить, но последствия были неприятные.
«Гуру Трейд» для своих клиентов, конечно, больше, чем поставщик. Мы не только партнер, готовый хоть из-под земли достать нужные материалы и привезти даже в воскресенье, но мы еще и оказываем маркетинговую поддержку клиник, помогаем сформировать продуктовый портфель, просчитать эффективность оказания услуги или завести новую услугу и оборудовать помещение. Сейчас мы запускаем медийный проект и в него будем приглашать бесплатно участвовать клиники.
Учет расходов и планирование закупок
Важно, чтобы в клинике был учет списания. Приведу пример. Мы работаем с небольшой клиникой. Медсестра мне между делом рассказывает, что у нее дома всегда есть перчатки, спиртовые салфетки и перевязочные материалы. Я спрашиваю зачем. Отвечает: «Понимаешь, у нас их никто не учитывает, так почему бы и не забрать? У нас вообще никто не ведет учет расходных материалов. Я могу хоть каждый день приходить к старшей медсестре, брать по пачке перчаток. Никто не спросит никогда, зачем мне столько». В пересчете на объемы клиники это огромные потери.
Если закупки планировать, то расходы не становятся сюрпризом. Когда клиника знает свою норму расходов, то может легко рассчитать объем закупок и траты в конкретном месяце, исходя из числа пациентов и посещаемости. Когда она знает прямые затраты на оказание услуги, она легко рассчитывает ценообразование, будущую прибыль и может заложить бюджет на развитие. Получается хорошая экономия, ведь затраты на расходники могут достигать 10% от оборота и более.
Закупка расходников должна формироваться, исходя из плановых продаж самих услуг. В каждую услугу входит набор расходных материалов: бахилы, антисептик для рук, дезинфицирующие средства для мытья пола, пеленка, маска, гель для УЗИ и т.д.
Существует два метода учета складских остатков: предметно- количественный и через соотношение списания материалов к периоду. При первом мы берем список всех услуг и рассчитываем, сколько и каких материалов уходит на каждую услугу. Так мы получаем прямую себестоимость каждой услуги без зарплат. Дальше умножаем каждый расходник на плановое количество услуг, которые окажем в следующем месяце — план по расходникам готов. Но важно еще накинуть погрешность: перчатки порвались, пеленка испачкалась, бахилы надевают не только пациенты, но и сопровождающие и т.д.
При соотношении расходов к периоду у старшей медсестры берется электронный журнал расходных материалов: сколько списали за период. В конце месяца общее число списанных расходников делим на число пациентов и получаем прогноз по расходникам на следующий месяц. Но в этом методе нет оценки адекватности списаний: все ли перчатки ушли на обслуживание пациентов или кто-то в них фрукты резал на кухне, например.
Когда мы понимаем уровень расходов, мы можем разработать стратегию закупок: долгосрочные (от 6 месяцев) и краткосрочные (до 6 месяцев). При выборе стратегии закупок еще я опираюсь на объем склада в клинике, стратегию продаж на год, продуктовый портфель клиники и штат сотрудников. Например, если клиника планирует активно расти и продвигать конкретные услуги в акциях, расходников требуется больше. Если в клинике предметно-количественный метод учета расходов, то можно себе позволить краткосрочную стратегию закупок, потому что он четче, но стоит помнить о возможных перебоях с поставками.
Итого: лучшая система закупок для клиники — это запланированные закупки с грамотным учетом расходов, которые ведутся отделом закупок или старшей медсестрой. Закупки ведутся через постоянных поставщиков-партнеров, которые гарантируют не только цену, но и качество.
Должны ли закупки быть долгосрочными
Долгосрочные закупки защищают клинику от дефицита. Если есть склад и хорошие отношения с поставщиком, то можно получить большую скидку за объем/cезонность, обсудить рассрочку. Например, март и апрель 2022-го года были нестабильными: цены на расходники взлетели, склады у поставщиков сметались. Но сейчас рынок уже пришел в норму. Многие цены опустились ниже январских. Сейчас многое можно купить дешевле, чем раньше. И в этом смысле клиники с долгосрочными закупками проиграли. Плюс всегда есть шанс, что клиника изменит стратегию услуги, свое позиционирование на рынке, продуктовый портфель, тогда большой складской запас пропадет.
Но я работала директором клиники, и мне как руководителю всегда было спокойно и комфортно, когда я заходила на склад, а там все было. Я знала, что у моих врачей все есть, они чувствуют себя уверенно.
Также при долгосрочных поставках можно обсудить с поставщиком создание мини-склада на его территории. Оказывается, они на такое охотно идут. Это позволит вам снизить транспортные расходы и оптимизировать поступление материалов в клинику. Например, мы иногда делали так: оплачивали расходники каждый месяц по плану, но привозили их раз в квартал. То есть поставщик отгружал нам квартальный объем, а мы оплачивали его тремя частями. Это удобно и нам, и поставщику.
У краткосрочных закупок тоже есть преимущества. Нет заморозки денег, складских издержек, рисков по срокам годности или снижению спроса. Но при нарушении логистических цепочек есть шанс остаться без расходников.
Что изменилось в закупках после 24-го февраля
Если кратко, то на сегодняшний день по многим позициям не изменилось практически ничего. Да, была турбулентность, неизвестность, дефициты, мы вынесли много уроков. Но в данный момент можно констатировать определенную стабильность. Да, некоторые дефициты сохранились, но их поиск и замена тоже стали стабильным ежемесячным мероприятием).
Если рассказывать подробнее, то с февраля 2022-го года рынок изменился дважды. Возникла паника, повышенный спрос. Клиники пытались закупиться впрок. Появился искусственный дефицит. При этом многие поставщики, и маленькие, и большие остановили работу, что странно. Они понесли большие убытки из-за остановки. Некоторые поставщики получали заказы от клиник, ждали несколько дней и отменяли заказ, позже возвращали деньги. Только клиника оставалась и без расходников, и не могла купить еще у кого-то.
Горжусь, что в тот момент нашей компании удалось сохранить спокойствие. Мы не стали забивать склад до умопомрачения, брали только те позиции, которые закупали регулярно или те, что спрашивали клиенты. При этом мы не задирали цены. За это спасибо большое нашим поставщикам. Они не спекулировали на нас, мы — на клиниках. Партнерские отношения позволили всем устоять и выдержать кризис.
Паниковать смысла нет. Во-первых, люди всегда будут лечиться, им всегда будет требоваться помощь. В это всегда будет вкладываться государственные и частные деньги. Да, какие-то производители ушли с рынка, но они не единственные в мире. Есть аналоги, альтернативные предложения. Не возят из одной страны — привезут из другой. Да, ушли те, с кем доктор привык работать. Да, есть неудобства. Но это не означает, что медицина исчезнет и пациентов перестанут лечить. Просто нужно время на выстраивание новых цепочек.
Уже летом 2022-го года дефицит по большинству позиций исчез. На рынке есть все необходимые расходники и материалы. В Россию пришло множество азиатских производителей. Цены вернулись на прежний уровень, а некоторые даже ниже. Стоматология пострадала, оборудование немного пострадало, но есть аналоги.
Этот кризис выявил, что клиники не готовы к стрессовым ситуациям. Они мало работают с поставщиками и многие живут одним днем, без долгосрочных планов даже по закупкам. Не принято было одноразовый расходник считать чем-то важным и серьезным в планировании работы клиники. А когда не стало подключичных катетеров или игл в размерах 120 мм, стало понятно, что одноразовый расходник играет важнейшую роль в работе клиники. Без него нельзя оказать услугу. Также оказалось, что позиция «Поставщиков много: не будет одно и придет другой» ошибочна, так как поставщиков, готовых работать в нестандартной ситуации, оказалось мало.
Многие клиники вели себя нелогично. Одной рукой они сокращали сотрудников и рекламу, а другой — скупали расходники. Но зачем вам расходники, если вы считаете, что пациентов не будет?
Причина такого поведения — отсутствие стратегии развития и прозрачной аналитики. Хотим денег, а как их будем зарабатывать непонятно. При том что стрессовые ситуации и кризисы не заканчиваются. Помню птичий грипп, свиной, когда было невозможно купить маску. Потом был ковид, теперь новые обстоятельства. И так будет всегда и это и есть рынок и важно быть к этому готовым.
Приведу забавный пример. В 2010-14-х годах в России был максимальный рост бизнеса. Я вспоминаю знакомых предпринимателей в те времена, и прям немножко хочется всплакнуть, что я в то время работала в найме. Тогда бизнес, в том числе медицинский, рос сам: палку воткни — прорастет.
Неожиданно ФАС выпустил закон о запрете рекламы медицинских услуг. Возникла такая паника, потому что у многих клиник на рекламу уходили миллионы. Тогда интернет еще не был так активен, офлайн-реклама занимала свои законные 70% от общего объема рекламы. И представляете — запрещается реклама медицинских услуг. Маркетологи боялись, что останутся без работы. Это потом уже закон дополняли, что нельзя в рекламе использовать фото врача в халате, а потом как раз в халате стало можно. Закон переписывали еще много раз. Но это был страшный стресс, потому что мы понимали, что это отразится на выручке. Сегодня об этом вспоминать смешно. Но так было. Всегда будут кризисы и события, к которым никто не готов.
Поэтому важно всегда иметь стратегию развития, прозрачную аналитику и понимание, на чем вы зарабатываете. Тогда паника отпадет сама собой. К примеру, даже в самой сложной ситуации можно работать с базой пациентов. Люди с хроническими заболеваниями не уйдут никуда. Значит, надо спланировать расходники на них.
Дальше анализируем список оказанных услуг за последние полгода. Смотрим на состав этих услуг: насколько цена расходника влияет на конечную стоимость услуги. Возможно, все не так и плохо. Возможно, цены можно не увеличивать. Главное — не уходить в воронку паники: не будет расходников — не будет пациентов, не будет пациентов — не будет денег. Поэтому обрубаем рекламу и все проекты. Такая паника ни к чему не приведет.
Хороший и прозрачный вариант — разбить кассу и чеки. То есть давать пациенту два чека: один — за расходник, например, имплант, второй — за услуги клиники. Эта система снимает все вопросы о дороговизне услуг и росте цен. Всегда можно показать, что стоимость услуг не выросла, а материал вырос. Пациенты относятся к такому позитивно и ценят клинику, которая с ними работает прозрачно.
Бесплатно читайте книги НаПоправку:
Записать больше пациентов в сезон
Каналы трафика, о которых забывают клиники.
Записать больше пациентов на сайте
Чек-лист сайтов и посадочных страниц.
Маркетинг клиники на жителей района
Как сделать клинику самой узнаваемой в районе.
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