The entry of the first: the most intense collection of foreign enterprises to report the lowest price

Writer: Tan Zhuo Wu Jing Wu Yu participated in the fourth national drug collection enterprises, entered a different from Qian Zhongsing's pen siege: "The people outside want to come in, the people inside do not want to go out."
" is already the fourth batch of national drug collection.
February 3, 2021, at the door of the Longbai Hotel in Shanghai, representatives of more than 120 pharmaceutical companies once again came to the familiar door.
the first three collections, this time it was the most competitive.
's participation in the collection of 45 varieties, is the fourth collection after the third batch of one, but the scale of the belt is the lowest in history, coupled with the consistency evaluation of the finalists too many - nearly a third of the varieties more than 5, two varieties even more than 10 enterprises to participate in the competition.
monks have more porridge.
was destined to be another price-cutting battle - the day the results were announced, the highest drop in generics was more than 96 per cent, but there were some drug companies that had to win the ticket anyway.
the night before the harvest, there are enterprises have just been evaluated for drugs, treatment of stomach disease Esomerazo magnesium intestinal capsules and other 4 varieties, 6 enterprises thrilled to catch the last bus.
Among them, there are Qilu Pharmaceuticals, Sichuan Colum, Zhengda Tianqing and other shortlisted experienced, ambitious old faces;
even a foreign company, all of a sudden their original research drugs reported lower than the price of generic drugs the lowest price.
means that all pharmaceutical companies are aware that the national drug collection has become normal, that those who are out of the market are bound to lose a lot of money, and that everyone must accept and respect its rules of the game.
the companies involved in the fourth national drug collection entered a siege that was not the same as Qian Zhong's book: "The people outside want to come in, and the people inside don't want to go out."
"new entry sweetness: "weight loss medicine" enterprise transformation this is the second horsepower (abodture) in the Longbai Hotel collection site.
was last August, the hottest month of the year in Shanghai.
he is located in Zhongshan Wanhan Pharmaceutical Co., Ltd., the first time there are products into the national collection declaration.
accompanied his boss from Guangzhou to Shanghai, waiting for news outside the meeting, he was too nervous to care about the hot sun.
this time on the cold winter in Shanghai, with the last election experience, although frozen straight, but the heart has some bottom gas.
Zhongshan Wanhan, before the third collection, for many people in the industry, are a strange name.
, but its parent company, Bishengyuan, has been a household name with its main product, Bishengyuan weight loss tea.
weight loss products enterprises to fight drug companies sounds incredible.
But in 2015, Bishengyuan has been working with Haizheng Pharmaceuticals to try to transition to the field of weight loss drugs: by Bishengyuan agent sales of Haizheng Pharmaceuticals' Orissa weight loss drugs, but sales have been err on the err.
the weight-loss drug largely stopped after the two companies ended their partnership.
a few years ago, Bishengyuan was mired in underperforming rumors: in 2019, Bishengyuan sold its Beijing headquarters building, industrial land and factories in the mountains three times in a year.
it has been looking for a transformation, eventually entering the field of generics.
2017, Bishengyuan acquired a 51% stake in Sun Yat-sen Wanhan Pharmaceuticals.
the intention of this marriage is obvious, Zhongshan Wanhan also produced an Olista weight loss medicine.
Bisheng source has a strong sales capacity to "Bishengyuan" brand sales Zhongshan Wanhan Olyss his weight loss drug products are good results.
but diet pills are not prescription drugs after all.
want to transform, Zhongshan Wanhan also want to transform.
but developing a prescription drug is very expensive and requires risk-taking.
, at that time is also someone else to Zhongshan Wanhan boss suggested, first cut in from the ophthalmology, the production of ophthalmology drugs.
national drug collection, for Zhongshan Wanhan, such as only more than 300 employees of small and medium-sized enterprises, is a corner over the opportunity.
March 2020, the left oxyfluorosa star eye drops produced by Zhongshan Wanhan were approved, approved according to the imitation 4 categories and treated as if they had passed a consistency evaluation.
did not expect, 5 months later, left oxyfluorosa star drops into the collection of killing battlefield.
Wanhan's luck is very good, left oxyfluorosa star eye drops are the third batch of volume procurement of the only ophthalmology medication.
2019, terminal sales in China's public medical institutions exceeded the 1 billion yuan mark.
, the original research manufacturer, Japan's Ssingtian Pharmaceuticals, accounted for more than 60% of the market share.
in China, only Yangzijiang Pharmaceuticals and Zhongshan Wanhan were approved for copying 4 categories of declarations.
surprise, Zhongshan Wanhan with 6.95 yuan / 5ml - the lowest price of the group, the first bid.
was pushed out of the market.
this makes horsepower feel that compared to those twenty or thirty pharmaceutical companies to kill the category, eye potion competition is not so fierce, 3 into 2, with more than half of the market share.
by virtue of collection, Zhongshan Wanhan in the market tore open a mouth, it is completely from nothing to have, seize a position.
although weight loss products still account for more than 90% of the business.
but it at least seized an opportunity and took the first step in the transformation.
market for sodium glazate drops is even larger than that of left oxyfluorosatar eye drops, with sales at public hospitals topping $1 billion in 2018.
is almost the same script - in June 2020, Zhongshan Wanhan's sodium glass acid eye drops were approved by imitation 4 categories, and today, it was once again in the collection, and finally won the bid in second place.
why did the foreign company offer the lowest price? Compared with the third collection in August last year, this collection, the enthusiasm of foreign enterprises to participate is still not high.
But from the quotation process and results, although most foreign enterprises have a running mentality, but at least not the third time so "perfunctory": the third collection, foreign enterprises as if about the same, not only broke through the State Joint Administration put forward the "highest effective declared price", or several times the price, and ultimately because of invalid quotations directly out. The reasons for the
are generally two: First, after the first two rounds of active participation in the ultra-low price of some varieties did not get the expected profit, and second, some foreign enterprises after adjusting their strategy to focus on the off-court market seems to be working well - many original research enterprises will focus on the off-court retail market, such as Pfizer, Mercer East, Roche and Schweija and other multinational pharmaceutical companies are increasing investment in retail terminals.
Pfizer's Lipto (Atovastatin) is a big variety that failed to make the bid in the previous "4 plus 7" volume purchases and collections, but Pfizer has maintained its dominant position in the market with a more flexible price strategy and brand advantage by reforming its marketing strategy.
the first half of 2020, Pfizer's sales share of the sample hospital market even increased to 81%.
Plus, this time the agreed procurement volume is the least of the four collections, one-third of the varieties agreed to purchase the amount of less than 100 million yuan in the first year, the procurement cycle is only a short one year, rather than the previous 1-3 years, the collection naturally lost some attraction.
not all varieties can sustain the market by giving up collection and expanding off-site sales.
such as injections only in the hospital market.
Taking the propofol/long-chain fat emulsion (below) as an example of this participating national collection, it will have sales of 1.95 billion yuan in China in 2019 and has become the most commonly used intravenous anesthetic in the clinic.
The injection's original pharmaceutical company, Germany's Fessenjus, also participated in the collection, which offered a minimum price of 9.86 yuan, even lower than the domestic generic drug manufacturers Yangzijiang and Koren Pharmaceuticals 'quoted 12.5 yuan and 14.9 yuan, respectively).
unlike other foreign drug companies with multiple categories, Fessenjus's product types are very concentrated, mainly intravenous drugs, and if the drug, which has been in China for more than a decade, loses the market, it is almost equivalent to the company's exit from the Chinese market.
Last September, propofol began to have domestic generic drugs through a consistent evaluation, until this volume procurement, there have been PCCW Biology, Colum Pharmaceuticals and Yangzijiang Pharmaceuticals, the three domestic pharmaceutical companies have been evaluated, which means that the original pharmaceutical company Fesenyus for the first time in this variety to face competition from a number of generic drug varieties.
addition, the variety currently has two other enterprises to submit supplementary applications, 8 enterprises to submit applications for listing.
"In recent years, we've been under a lot of pressure because of the speed of injection consistency evaluation, and the increase in generics through consistent evaluation," Faisanus insiders lamented. For the market competition for key varieties, the original pharmaceutical companies are still very concerned, although also sold in China for many years, I hope to significantly reduce prices, "in order to be able to win the bid after the first to choose the provinces that can be sold."
they felt the strong threat of domestic generics companies: "Sichuan Colum's imitation ability is particularly strong, the product line is extremely rich, really do not care about the profit or loss of a product."
even if the collection after the sharp decline in profits, they do not care, only care about a large amount, can spread the market is also good.
" commented on its main rival, Sichuan Colum.
it is not difficult to understand why, under the current situation of prudent price reduction of the original pharmaceutical companies, Fesenjus's offer would appear so "out of place".
Old faces who "don't make money but also win the bid" offer is basically no play at 20% of the maximum price;
a well-known pharmaceutical company employees summed up a number of domestic generic drug companies recognized experience.
this is the first time his company in the field of national drug collection, the comprehensive strength of the enterprise in the country's top 30, sales capacity can squeeze into the country's top 10.
But this is not the first time they have participated in the national drug collection: the last time a drug just after a consistent evaluation would have been expected to win the bid, did not expect that the drug's original research drug companies sacrificed the "floor price."
it won the bid in this collection of injections, is one of the most competitive products, reported far less than other manufacturers "cost price."
"If the bid is not won, hundreds of millions of markets will be gone, but the winning bid price does not make money."
"the above-mentioned people are somewhat helpless.
't you make money and do it? He explained that in order not to lay off workers, do not withdraw production lines, as long as the production line and people, can later on new products.
he found that some new players eventually won in the fierce competition for injections of the same kind.
the old companies, in addition to the same size of enterprises, but also some new faces.
Like the above mentioned Zhongshan Wanhan kind of small scale, the product has just passed the consistent evaluation, sales channels even did not open up the small enterprises, even if the competition is fierce, they have to squeeze into the collection, in the public hospital market share.
, these new faces offer very low prices and become strong competitors to these old companies.
" (these enterprises) to take over other people's existing market, do not need to do clinical, there is no upfront marketing costs, the rest is to control production costs on it.
" comments from the above employees.
The staff of another old drug company that has won the bid several times agrees: "Companies that have not previously sold (certain types of drugs) must want to enter; because they are standing on the shoulders of giants and robbing others of existing markets;
"in 16 pharmaceutical companies to seize 10 winning places in the "group of death" - ammonia bromoso injections.
in this coughing sputum-based treatment of acute chronic respiratory diseases, there has been a number of just-reviewed collection of "nods", to compete for more than 5 billion market.
, which is not the same as injection drugs and oral preparations, is that its sales channels are largely dependent on medical institutions.
means that once a one-off review has passed and it has not entered the market, it may lose the entire market.
and once the bid is successful, it's easier to bend over.
Shandong Hualu Pharmaceuticals is one of them.
the end of last year to get the ammonia bromoso injection consistency evaluation approval, the production focus of the enterprise has been concentrated in large infusions.
with the restriction of infusion policy layer by layer, meaning that the era of large infusion is bound to come to an end.
Shandong Hualu finally won in the "Group of Death", with the third-place finisher among 16 companies, down 90.3 per cent.
the above two old drug companies, although in this collection of fierce competition to win at a low price, but they are only happy, but not relieved of the joy.
In the past few years, they have been able to sell in a stronger market, and in recent years they have begun to realize: "Only true innovation can enjoy a high premium, which is what the state is now giving."
of sales is over.
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