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Let's turn the clock back to 2019
.
At the end of 2019, Yikang became the first pharmacy in Shaanxi Province to sell selected drugs at the same price in Shaanxi Province, when only a few large chains followed suit, and most pharmacies took a wait-and-see attitude
.
However, today, it is a foregone conclusion that pharmacies will join the drug collection team on a large scale
.
Recently, the Jiangsu Provincial Medical Insurance Bureau issued the "Announcement on the Qualification Confirmation Results of the First Batch of Designated Retail Pharmacies Participating in Volume-based Procurement of Medical Insurance", and 2,519 pharmacies were approved to participate in volume-based procurement and sunshine procurement
.
Surprisingly, there are 1646 single pharmacies, accounting for 65.
3%.
Previously, the Jiangsu Provincial Medical Insurance Bureau issued the "Medical Insurance Designated Retail Pharmacy Participation in Volume-based Procurement and Sunshine Procurement Plan (Draft for Comments)" which clearly requires that the selected drugs selected by the province's platform are purchased by the designated pharmacy according to the online price and sold
at the "zero difference rate".
Pharmacy applications are voluntary, which means that these individual pharmacies actively embrace the "same price as the hospital"
.
01 More and more pharmacies are actively participating
With the normalization, institutionalization and "acceleration and expansion" of drug procurement, the scope of participation targets has also been continuously "expanded", including more pharmacies
.
In November 2018, drug centralized procurement began to be piloted in 11 cities across the country, and so far 7 batches of national drug centralized procurement have been carried out, with an average reduction of more than 50%
in drug prices.
The statistical results show that the first six batches of drug centralized procurement covered a total of 234 varieties, involving 237 billion yuan, accounting for 30%
of the total chemical procurement amount of public medical institutions.
As of the end of February 2022, a total of 44 batches of provincial-level drug centralized procurement have been carried out in various places, of which 28 batches have been carried out independently at the provincial level and 16 batches have been purchased by provincial alliances, with an average of 5 batches of drugs in each province and an average of 50 drugs
per province.
According to the relevant person in charge of the National Medical Insurance Administration, by the end of this year, through the procurement of national organizations and provincial alliances, each province will cover an average of more than 350 varieties
。
At the same time as the "expansion" of centralized procurement of drugs, the pharmacies included in the centralized procurement are also "expanding": in May 2019, Shandong issued a notice to include chain pharmacies in the centralized procurement system from July 1; In June 2019, Shanghai issued the "Work Tips on "Restricted Pharmacy Drug Full Online Public Negotiation" and Other Related Matters, requiring designated pharmacies to "fully implement online public bargaining procurement of drugs"; In December 2021, Henan included more than 9,000 designated retail pharmacies in the scope of centralized procurement.
.
.
It is worth noting that the first round of centralized procurement pilot of pharmacies held in Guangdong, 400 individual pharmacies signed up to participate, and a large number of single pharmacies in Jiangsu took the initiative to join, indicating that it is the general trend
for pharmacies to join centralized procurement.
Due to the "same price in hospital stores", pharmacies cannot make profits by price difference, but they have to sell without profits, and in the future, more centralized procurement of "zero price difference" drugs will enter pharmacies for sale, just like O2O, not selling may lose customer flow
.
Selling centralized drugs, even if it is not profitable, can bring customer flow and create other sales opportunities
.
For example, after Zibo City, Shandong Province launched the "national procurement of drugs into pharmacies", the average customer flow of pharmacies in the city increased by more than
20%.
02 Listed chains increase their introduction
The quarterly and annual reports disclosed by listed chains in recent years show that the number of their own varieties has increased significantly, so the demand for increased passenger flow is more urgent, and increasing the "customer attraction" of centralized procurement drugs is undoubtedly one of the
effective ways.
In its 2021 annual report, Yifeng said that it will pay close attention to the progress of national centralized procurement and vigorously introduce national centralized procurement varieties
through manufacturer cooperation.
During the reporting period, the cumulative number of newly introduced centralized procurement varieties exceeded 600 SKUs
.
Dashenlin's 2021 annual report also claims that "the company actively promotes the development of national negotiated varieties, national drug centralized procurement varieties and non-winning varieties of the same name, and has reached strategic cooperation with a number of prescription drug manufacturers to provide consumers with more complete and low-cost prescription drug varieties", and developed 3,956 new varieties during the reporting period, including 2,005 prescription varieties and 1,134 DTP varieties.
For example, as of June 30, 2021, Yixintang had 6,859 medical insurance stores, accounting for 85.
17%
of the total number of stores.
In addition to designated pharmacies, "dual-channel" pharmacies are also the target of
active efforts by large chains.
Last year, the number of "dual-channel" pharmacies in Dashenlin increased to 115, covering 7 provinces and 31 prefecture-level cities
in China.
In the first quarter of this year, Yifeng's 130 "dual-channel" pharmacies negotiated 200 drugs, including those operated by the pharmacies themselves and within
the medical insurance agreement.
It is understood that Xi'an will fully liberalize the application
of designated pharmacies for chronic diseases on the basis of the existing 205 designated pharmacies for chronic diseases.
Over time, the proliferation of "dual-channel" pharmacies is also an inevitable trend
.
Seize the market opportunity, it is better to move than to move, and it is better to move than to move
early.
Not long ago, the first batch of 204 medical insurance designated retail pharmacies in Zhenjiang City, Jiangsu Province passed the acceptance test and became "medical insurance convenience pharmacies", including 150 chain stores and 54 single pharmacies, covering 56 townships (streets) in the city: 83 in Zhenjiang City, 44 in Danyang City, 57 in Jurong City, and 20 in Yangzhong City
.
Based on this, it is not difficult to speculate that the addition of "collective procurement" by pharmacies is not a multiple-choice question, but a mandatory question
.
03 "Survival" needs to deal with multi-faceted competition
A large number of single pharmacies have joined the collective procurement, reflecting the competitive consciousness
of individual pharmacy operators to take the initiative to respond to changes and survive.
However, in the new environment of pharmaceutical new retail, pharmacies face multi-track challenges
.
The outflow of prescriptions is the general trend, according to data from Minai.
com, the share of pharmacies in the drug retail market exceeded 26%
in the first half of 2022.
In order to compete for the market share of outflow prescription drugs, in addition to the competition of "centralized procurement" stores, there are other types of specialty pharmacies to compete
.
According to the semi-annual report of Shuyu Civilian, as of the end of June 2022, it has opened 57 designated specialty pharmacies for serious diseases, more than 270 hospital-side stores, and 8 pharmacies that meet the standards in Shandong Province, and its DTP pharmacy sales including tax exceeded 570 million yuan, a year-on-year increase of 84.
13%.
According to the third quarter report released by Dashenlin, the operating income was 5.
097 billion yuan, a year-on-year increase of 18.
52%; The net profit attributable to shareholders of the listed company was 209 million yuan, a year-on-year increase of 21.
06%.
For the growth obtained, the previous third-quarter results forecast said that it mainly "benefited from the support of national policies such as 'volume procurement', 'dual-channel stores', and 'prescription outflow'"
.
O2O is another important track in addition to the outflow of prescription drugs, according to data from Minai.
com, online pharmacies exceeded 200 billion yuan in 2021, a year-on-year increase of 40.
2%, and the growth rate in 2019 and 2010 was as high as 51.
6% and 59%
respectively.
In 2021, Yifeng's e-commerce business achieved sales revenue of 1.
128 billion yuan, of which O2O achieved sales revenue of 781 million yuan, a year-on-year increase of 95%.
Some statistical results show that in Guangzhou, Jinan, Xi'an and other cities, the size of the market share is proportional to the scale of the chain, and compared with the leading chain, the share of small and medium-sized chains is very different, many of which are below 1%, or even negligible
.
On the main track of O2O, which is rising in importance, the disadvantages of single pharmacies are even more obvious
.
The sale of centralized procurement drugs is to attract customers, in order to increase profits, it is inevitable to improve the profit margins of other categories, and the most ideal way is to increase self-operated categories, such as OEM products
.
In the first half of 2021, the people's own brands exceeded 600, with sales of 820 million yuan, a year-on-year increase of 101%, and gross profit increased by 111%; Private label sales accounted for more than 15%, an increase of more than
7% over the same period last year.
However, the premise of doing OEM or agency is to have the sales scale required by the manufacturer, and in this regard, single pharmacies have no ability
to compete with large chains.
Of course, compared with chain pharmacies, single pharmacies also have their own advantages, such as lower costs, quick response, rich operator experience, etc.
, as long as they make up for the "short board" of goods, there is still the power of a war - last year and this year's "joining" war has become more and more intense, indicating that single pharmacies will still survive, but a different way
of survival.
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