Retail pharmacy chemical drug "iron triangle" easy to master! Vitamin and mineral supplements become "explosive...

The proportion of physical pharmacy terminals in China's cities rose from 23.5% in 2019 to 26.6% in 2020H1, according to Mina.com.
the first three quarters of the four listed chains of Dasinlin, Yifeng, People and One Heart Hall all grew by more than 20%.
can be seen in the new crown of retail pharmacies under the outbreak, showing greater resilience, the market position has increased.
But with the continuous increase in national centralized procurement, people's consumption upgrading and changes in consumer behavior, the retail market category structure is bound to be affected, how to grasp the most critical sales categories to show their core competitiveness and enhance the stickiness of consumers is particularly important.
Chemical drug toughness is more sufficient, the share of equipment affected by the epidemic increased significantly Figure 1: China's urban physical pharmacy terminal overall annual sales share source: Minet China's urban physical pharmacy terminal pattern "13th Five-Year Plan" period, the national medical reform policy continued to increase, retail pharmacy terminals affected by prescription outflow, drug proportion, drugs are still the main sales contribution of pharmacies, market share in 2019 close to 80%.
outbreak of the new crown epidemic, pharmacies as a sales channel for epidemic prevention supplies, medical devices showed explosive growth, 2020E share increased by 4.59 percentage points year-on-year, the market share of chemical drugs is still stable in the rise, better growth.
Figure 2: Sample city retail pharmacy share trend from January 2019 to November 2020 Source: Minet retail drug monitoring system (10,000 retail physical pharmacies, including cities and counties) from the sample pharmacy monthly share trend, during the outbreak of the new crown epidemic, the share of medical devices in the first half of 2020 rose sharply, peaked in March, the second half of the market share stabilized, but the market share is significantly higher than in 2019.
the share of chemicals is strong, relatively weak by the impact of the new crown outbreak, while the respiratory disease drug-led Chinese medicine significantly frustrated, only in the outbreak of basic stability in June there was a small peak of growth.
chemical drug "iron triangle" easy to master, anti-tumor and immunomodulant crowded into the top three with the "restriction order" continued to advance, in recent years, the growth of the whole body anti-infective drug market has slowed down, in the chemical market share continued to decline, has now fallen to the fourth place.
But in the first quarter of the new crown outbreak in 2020, especially in January, demand for antimicrobials rose sharply, and the market share of the category in chemicals increased significantly, but vertically, its market share continued to decline slowly.
figure 3: January 2019 -November 2020 sample city retail pharmacy chemical system-wide anti-infection drug share trend source: Minet retail drug monitoring system (10,000 retail physical pharmacies, including cities and counties) with the priority review of the landing of a large number of new anti-tumor drug research and development market.
to begin organizing access negotiations for anti-tumor drugs when the National Health Insurance Administration is established in 2018.
17 drugs were negotiated for inclusion in the health insurance list in 2018, and 17 new anti-tumor drugs, including multiple immunoches, bio-targeted agents, were added to the 2020 negotiations.
of these drugs, many anti-tumor drugs with independent property rights are included, such as a number of domestic PD-1 inhibitors.
Table 1: Share and trend of the main sub-categories of chemical drugs in the last five years Source: Although more and more anti-tumor drugs are included in the terminal pattern of urban physical pharmacies in China, but affected by prescription outflow, drug ratio, zero rate, medical insurance control fees, hospitals can enter a limited number of drug varieties, the use of restrictions are more stringent, so retail pharmacies, especially DTP pharmacies, the drug sales continue to climb, crowding into the three categories of chemical drugs.
market position of digestive and metabolic drugs and cardiovascular drugs, which are rigidly needed, remains unchanged, occupying the first and second places of chemical drugs for a long time.
market share of the top three major categories in china is more than 15%, up from 2019, showing a strong and strong situation.
Vitamins, mineral supplements into "explosive" vitamins and mineral supplements are the digestive system and metabolic drugs of the main sales contribution, of which vitamins are represented by vitamin C, vitamin D, vitamin A and other unilateral and compound preparations, mineral supplements mainly calcium preparations.
drugs not only have the attribute of rigid demand, but also belong to the large health category, optimizing life products.
Figure 4: 2019-2020E Chemical Digestive System and Metabolic Drug Subselams Share and Trend Source: MiNet China's urban physical pharmacy terminal pattern in recent years, with the improvement of people's living standards, the market share of such drugs continued to climb.
And the new crown epidemic more accelerated and enhance the formation and development of the national health awareness, according to media reports, the first of the country's top ten health keywords is "live", which represents the improvement of people's health awareness, the follow-up performance of such drugs is worth looking forward to.
the regionality of cardiovascular drug use in recent years, cardiovascular drug use in China's urban physical pharmacy chemical market share of more than 15%.
In the first quarter of the outbreak, people had to choose between nearest retail pharmacies or online trading (O2O/B2C), so sales of cardiovascular drugs rose significantly, with the share of other months largely higher than in the same period last year.
cardiovascular disease is the first killer of people's health, in the clinical market, the amount of hospital procurement is also high, so the first three batches of centralized procurement of the state contains drugs for this type of disease.
The first batch of medicines contained lipid-lowering drugs (atovastatin calcium tablets/rishuvastatin tablets), antihytensing drugs (chlorosatan potassium tablets/Ebersatan tablets/benzodiamin chloride tablets/Ebersatan hydrochlorine tablets/Malay acid inapuri tablets), and the second batch contained lipid-lowering drugs (simvastatin tablets, e-folding mebusintatin tablets).
because of the volume of procurement price reduction is larger, almost all are waist-cutting, so some enterprises did not win or give up directly.
whether they have entered, flow or abandoned the target manufacturers, are constantly layout deep into the retail pharmacy market, in order to reach in-depth cooperation with pharmacies.
Figure 5: January 2019-November 2020 Sample City Retail Pharmacy Chemical Cardiovascular Drug Share Trend Source: Minernet Retail Drug Monitoring System (10,000 retail brick-and-mortar pharmacies, including Cities and counties) The report on the burden of disease in China and the provincial administrative regions from 1990 to 2016 shows that the disease burden of cardiovascular disease in China varies greatly from region to region, with the heavier provincial administrative regions concentrated in the northeast (Heilongjiang, Jilin) and the west (Xinjiang, Qinghai and Tibet).
provinces with lower disease burdens for cardiovascular disease are Beijing, Shanghai, Zhejiang, Jiangsu, Fujian, Hong Kong and Macau.
so manufacturers in the focus of the provincial and municipal pharmacies cooperation, according to different geographical needs for more accurate marketing.
conclusion pharmacies should not only seize the sales of key categories, but also according to customer channel habits, through a variety of ways to achieve connectivity with customers, in order to occupy the lead in future competition.
the new crown outbreak catalyzed the Internet medical policy, B2C and O2O models will become more mature, online and offline integration is more conducive to the development of pharmacies.
with the emergence of the new generation of post-95 consumer groups, whether for upstream production enterprises or retail pharmacy terminals, have put forward higher requirements.
more diversified in the ways and options they buy, more willing to taste new ones, and more diverse in demand, requiring faster responses from end markets.
, on the other hand, the number of pharmacies is up, and the number of pharmacies per capita is declining.
With the overall growth rate of the industry slowing down, retail enterprises will move from "incremental market" to "stock market", with the decrease of increment, how to effectively "operate" the stock of customers, enhance the stickiness of enterprises and customers will become more important.