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Recently, the Hebei Provincial Medical Insurance Bureau released the Sanming Alliance OK Mirror Centralized Procurement Document (Draft for Comments), which made the first domestic OK mirror regional centralized procurement rules surfaced
.
After the draft is released, what impact will it have on the future direction of the domestic OK mirror industry? Let's take a look
.
1.
The BUG of Hebei Centralized Procurement: It only focuses on the product itself, ignoring the service fee of medical institutions and the cost of derivative products
The BUG of Hebei Centralized Procurement: It only focuses on the product itself, ignoring the service fee of medical institutions and the cost of derivative products
The Hebei centralized procurement document clarifies that the price declared by OK mirror manufacturers must include all expenses
such as product design, production, packaging, insurance, transportation, distribution, testing, taxes, acceptance, after-sales service, and accompanying services.
In particular, it is mentioned in the procurement requirements: the first prescription glasses must include a suction stick, lens storage box, the document focuses on the OK mirror product itself and the most basic supporting products, it seems that there is no specific requirement for OK mirror matching care liquid, rinsing fluid, lubricant and deep cleaning liquid and other consumable products, which is also a big cost
every year.
Although market investors generally label OK mirrors as "consumer medical track", their sales still require the intervention of relevant professionals, and the OK mirror fitting process is professional and complex, which can be divided into four major links
: examination, try-on, fitting and follow-up.
The difference between Hebei Dental Collective Procurement and the previous Dental Implant Collection is that the Dental Implant Collection has investigated and standardized the service fees of medical institutions, while there are no relevant regulations
for Hebei OK Mirror Centralized Procurement.
Before fitting OK lenses, the regulations include the following examinations:
● Mydriatic refraction - determining the specific diopter of the consumer;
● Measuring the length of the eye axis - an important parameter to judge whether the degree increases in the future, in some places in addition to the eye axis, there is a comprehensive anterior segment analysis of corneal thickness, corneal curvature, anterior chamber, etc.
;
● Corneal endothelium - parameters for judging the health of the cornea in the later stage;
● Corneal topography - judgment of astigmatism, the basis for lens trial adjustment, and its importance for successful fitting;
According to grassroots survey data, the overall examination cost of Aier Eye in Shenzhen is in the range of 500-600 yuan
.
It may seem like a small cost, but this is only part of the inspection cost
of the first fitting.
First-time wearers of OK lenses need to adhere to routine follow-up during wearing, and need to be reviewed
regularly on the 1st day, 1st week, 2nd week, 1st month, 3rd month and every 2~3 months after dispensing.
2.
The principle of low price first, will it break down the factory price?
The principle of low price first, will it break down the factory price?
Hebei's collective procurement is the same as most of the previous collective procurement, and the bidding price is determined from low to high (product system bidding price = single piece "standard piece" declared price× 40% + single piece "ring piece" declared price ×60%), the first selected enterprise gets 10% of the purchase volume, and the highest selection rate of the enterprise is 70%.
However, the document mentions that the price declared by the enterprise shall not be lower than the lowest effective purchase (transaction) price
of all its "standard tablets" and "ring curved tablets" products in the country since January 1, 2021.
In the absence of specific segregation of products from different manufacturers (e.
g.
import and domestic grouping), this rule may lead to less moderate price
reductions.
At the beginning of the year, Zhejiang Pharmaceutical Equipment Procurement Center issued the "Zhejiang Province Medical Consumables Centralized Procurement Product Dynamic Adjustment and Reform Plan" in which the price of orthokeratology lenses in the hanging net catalog: the lowest price of a domestic product was 2861.
1 yuan, and the weighted average price was 3726.
87 yuan
.
Taking the above price as the approximate benchmark, how much can Hebei collective procurement price reduction break down the factory price?
Taking the above price as the approximate benchmark, how much can Hebei collective procurement price reduction break down the factory price?Aibo Medical once revealed in its prospectus that in 2019, the factory unit price of "Puno Pupu" OK mirror is 306.
36 yuan / piece, the factory price of a pair of OK mirrors is only 613 yuan, the unit price of OPCOM's OK mirror Meng Davy is 768.
16 yuan / piece, and the ordinary OK mirror is 385.
39 yuan / piece
.
It means that the price reduction is within 75%, and the factory price of domestic head manufacturers is considered safe
.
.
So, where is the water for the OK mirror that has been charged in the past? According to the research report released by Guosheng Securities, the factory price of OK mirror is generally only 10%~20%
of the terminal price.
OPCOM's highest sales volume of "Mengdavy IV Quanfei" is 3400 yuan / piece at 0 degrees ~ 200 degrees, 3900 yuan / piece at 200 degrees ~ 400 degrees, and 4400 degrees ~ 600 degrees / piece
.
The price of Aibo Medical's "Puno Pupil" OK mirror is also close to 10,000 yuan / pair, and the American company PARAGON
VISION SCIENCES' OK MIRROR CRT IS PRICED AT AS MUCH AS 13,000 YUAN / PAIR
.
At present, the cost of domestic medical services for fitting OK mirrors does not account for a high level of overall consumer spending, and most of them either flow into the pockets of dealers or into the private pockets of doctors with gray income
.
(Image source: CCB International)
If the reduction in centralized procurement is within the above range, the impact on manufacturers may be small, and more gray income will be squeezed out of the industrial chain
.
3.
How do listed ophthalmic companies express their position?
How do listed ophthalmic companies express their position?
Aier Ophthalmology, the leading eye hospital chain, has undergone a major change in its position on the centralized procurement of OK mirrors, and said in a question at the end of 2021: "Centralized procurement is to occupy medical insurance, and it is believed that OK mirrors will not be collected
.
" After the news of Hebei centralized procurement came out, the company's caliber also changed: "So that the future centralized procurement, the company believes that it is not a bad thing, and it can exchange price for quantity
.
" At present, the popularity of OK mirrors is still very low, and the price is very high
.
”
In terms of the revenue structure of Aier Ophthalmology, optometric revenue accounts for about 20% of the company's revenue, OK mirror belongs to one of the optometry services, and the rest of the service items include frame mirror, defocus lens, red light meter and so on
.
What worries the market is that the original revenue related to OK mirror is "product price difference + inspection service fee", which may become mainly
based on service fees after centralized procurement.
OPCOM, a leading manufacturer of OK mirrors, responded: "At present, the company's OK mirrors are sold through the public medical system on a small scale, most of them are sold through non-medical optometry centers, and the company's business in Hebei accounts for a small
proportion of the company's total business.
”
Another OK mirror manufacturer, Aibo Medical, said: "The company has been actively responding to centralized procurement and has participated in the filling work
.
”
