685 basic drugs do not miss the "window period" county market reshuffle

Medical network, July 11, July 1, Zhejiang Province will return the purchasing right and payment right of primary medical institutions to the county medical community, which will take the lead in unified management On June 25, the province issued a notice to deploy the unified purchase and payment of drugs and consumables in the county medical community Recently, the author has communicated with several directors of traditional third terminal manufacturers and found that it is generally felt that the third terminal market is "more and more difficult to do", the main reason is that many manufacturers of grade hospitals have sunk channels and developed the third terminal Grade hospital manufacturers have product advantages, academic promotion advantages and capital strength advantages In my circle of friends, many of them are representatives of the third terminal, and the daily product advertisements are also updating, from the traditional third terminal manufacturer varieties to clinical varieties, and even foreign enterprise varieties In fact, the third terminal, especially the primary medical terminal, is quietly undergoing great changes The main thrust of this change comes from two very heavy policies: first, the new 685 base drugs in each province have been successively launched, and the other is the notice on promoting close county medical community issued by the health and Health Commission on May 15 to build 500 close county communities Under the comprehensive effect of these two policies, the county market is still that market, but the operation methods are different 1 The change of county public medical market in the "window period" of basic drugs entering into grade hospitals is first reflected in the change of drug use catalogue of county level hospitals The status of national 685 essential drugs in the Jianghu has been significantly improved, and the proportion of secondary hospitals and tertiary hospitals is also clear and included in the assessment of secondary and tertiary hospitals The national 685 essential drugs catalogue has also ushered in the spring of development in public medical institutions at all levels There is no lack of varieties in grade hospitals, especially under the influence of the "drug proportion" policy, they are still kicking out varieties It is very difficult for public grade hospitals to enter a variety, and it is difficult to go up to the blue sky As far as county level hospitals are concerned, under the influence of "drug proportion", the monthly prescription amount of Chinese patent medicine can not exceed 200 boxes as a whole It is a common phenomenon that drugs are not opened once for many years Which varieties of sales enter the top ten key monitoring, so many manufacturers and agents have no choice but to seek out out out out of hospital sales channels The reform of public hospitals has brought great opportunities for the entry of essential drugs into grade hospitals Thus, the county level hospital development mode changes The second batch of "4 + 7" national centralized purchase catalogue is about to be released, and the state clearly indicates that it is necessary to promote it nationwide; the national auxiliary drug catalogue has been released, and the reform path of the whole public level hospital is "making space, adjusting structure and ensuring convergence" How about space? Tengde is the space for "4 + 7" centralized mining and the space for kicking out auxiliary drugs Who will fill the space? The national 685 essential drug list is not to be ignored Now the development of county level public hospitals, as long as 685 base drugs, all green light The 685 essential drug catalog has ushered in the lowest "window period" in the history of developing public hospitals, which is only three or five months If we miss it, we will regret it 2 At the same time, the list of drug use at county level has changed Before the implementation of 685 base drug, the basic drug catalog implemented by each province was relatively complex Generally speaking, it was composed of the following catalogs: national 520 base drug catalog + provincial base drug catalog + partial county base drug catalog + low price drug catalog + chronic disease drug catalog + partial medical consortium catalog After the implementation of 685 document, the drug directory of main primary medical institutions has changed From the perspective of landing documents of Henan, Sichuan, Jiangxi and other provinces, the main primary drug directory is the national 685 basic drug directory + non basic drug proportion directory of medical community, and other directories are all abolished That is to say, to develop non 685 base drug products into primary medical institutions, we must take the lead of local medical community hospitals, and the varieties are required to enter two directories: one is the medical insurance directory, and the other is the procurement directory of county-level public hospitals Only by entering these two catalogues can there be opportunities for sales in primary medical institutions, which improves the accessibility of county-level best-selling non-basic drug varieties in primary drug use Therefore, the development mode of county medical institutions has changed From the perspective of building 500 county-level close community released by the state, drug use in primary medical institutions has entered a new round of "shuffling period" According to the current policy guidance, the county level hospitals led by the medical community have become the main battlefield for the promotion of prescription drugs 685 basic medicine catalogue requires that the proportion of secondary hospitals should be about 50% Most county centers, county people and county TCM are secondary hospitals If your product is 685 base drug, it is better to enter the hospital led by the medical community If non 685 based drugs want to develop grass-roots hospitals, according to the policy of county-level and village integration, first of all, we should win the leading Hospital of county-level medical community It can be seen that the county-level medical community led hospital has become a "hub hospital" connecting the preceding and the following, which plays an important role 3, the early occupation of the grass-roots market, the vast grass-roots market for many "4+7" national price cutting varieties, included in the list of national assistive drugs provides a broad new world This is also the fundamental reason that many manufacturers with direct teams in county-level medical institutions have been recruiting troops and buying horses in the past two years to develop primary medical institutions at any cost Many early layout multinational companies, in the case of such strict restrictions on "drug proportion" of grade hospitals, in 2018, the sales business of grade medical institutions in China rose by more than ten percentage points against the trend, because the primary medical institutions made outstanding contributions With the implementation of the new 685 basic drug policy in various provinces, manufacturers should seize this fleeting opportunity and seize the time to transform in the county public medical market The author has several suggestions: 1 Manufacturers winning the bid for the new 685 basic drug should seize the time to develop county level hospitals and primary medical institutions at all costs After all, in the period of policy adjustment, the cost of developing hospitals is relatively small, and the hospitals of the same category have been developed, so there is no chance 2 Manufacturers with development teams in county-level hospitals, and varieties of non 685 basic drugs sold well in county-level hospitals, especially county-level hospitals led by the medical community We should seize the time to develop grass-roots medical institutions under the guidance of close medical community policies 3 Manufacturers that do not meet the above two conditions also have plans to develop county-level public medical institutions They can do a good job in prescription extension, take DTP dispensary outside the hospital as the carrier, do a good job in the "Pan DTP + control marketing" mode, and may have a place in the County-level public medical market.