On September 11, the two ticket-making system became an important policy factor in the medical field, and several pharmaceutical companies in China reported that they were actively responding to the impact of the two-ticket system.
According to Wind data, as of August 31, A share of pharmaceutical biological classes (shenyin wanguo) has 261 listed companies, of which 258 have been reported. According to incomplete statistics, the report revealed that more than half of the listed pharmaceutical companies mentioned the impact of the two-ticket system, especially the Chinese.
A number of industry insiders told 21st century business herald that pharmaceutical businesses and pharmaceutical companies will face the impact of the two-ticket system. At present, the influence of the two-ticket system on pharmaceutical enterprises is mainly due to the increase of sales expenses caused by the change of sales model, or the change of the payment method, etc. The influence of pharmaceutical commercial enterprises lies in the increasing degree of consolidation and concentration.
The ping an securities research newspaper also noted that the two voting systems have compressed the circulation of drugs, and that enterprises with terminal hospital resources and upstream product resources will win the competition for pharmaceutical circulation enterprises.
, however, in the third-party medical service platform MaiSiKang lai Shi Lichen founder of the 21st century economic report reporter pointed out that "the costs associated with the change of listed companies is influenced by many factors, and in many provinces and cities across the country, the two votes in the second half was fully implemented, the impact or more obvious." In the second half of 2017, China's traditional medicine and health industry will face greater challenges as policies such as the two-ticket system and the price of health care pay will fall heavily, yunnan baiyao said in the report.
Marketing mode adjustment
As of August 31, at noon, there're a total of 258 261 listed companies to disclose the 2017 NianZhongBao, chemical medicine, Chinese medicine and chemical products to disclose, 182, 25 pharmaceutical business disclosure, such disclosure 51 medical equipment and medical services.
In 182 has been reported for disclosure of chemical medicine, traditional Chinese medicine and biological products in the enterprise, a total of 103 companies mentioned two votes policy brings to the company, including nine zhi hall, medicine, Tibetan medicine and deal and wide hall and other listed companies. In addition, in 25 pharmaceutical commercial enterprises have been reported for disclosure, including the heron medicine, jia yan matter hall, liuzhou medicine, a total of 20 companies mentioned two votes for the influence of the industry, there are 5 medical services and medical device companies mentioned two votes.
The government in Beijing university school of management professor Gu Xin view, the current main drug retail are low and high open two kinds of marketing strategy, the former refers to at a relatively low ex-factory price to sell drugs to bag, then layers of subcontract, finally entered the terminal; The latter is trying to raise the price of the factory and sell it to the terminal through exclusive distributor. After the implementation of the two-ticket system, the low open mode was hit the biggest, and the drug companies turned to the high.
In addition, the original channels of pharmaceutical companies will be most compressed by the two-ticket system, from the original multi-level commercial channel to a single level channel. According to the 21st century economic report, 42 of the 103 companies have adjusted their sales models or marketing strategies for the two-ticket system.
Such as CRC san-jiu 2017 NianZhongBao said, to face the two votes the impact on the traditional pharmaceutical distribution mode, the company will accelerate the prescription drugs business transformation, adjust the past mainly base business model, combined with the practice of two votes policy areas have been implemented, proportion of expanding its business; Beings pharmaceutical co., also said to meet two votes to facilitate integration of company resources at the same time, will gradually integrating existing marketing operations to a wholly owned subsidiary of all the medical trade business, make marketing work more professional, more flexible, more focused.
In the annual report, the waran organism said that under the influence of the two-ticket system, small dealers were hit, the purchase volume was reduced, and the inventory of blood products was overstocked. Therefore, the company will promote channel change, forming alliances with large dealers, adjusting the sales layout of second and third-tier cities and third-tier hospitals.
However, the transition or experience will be painful, and relevant enterprises will be adjusted by sales model or marketing strategy, resulting in increased sales expense or pressure of return. "The credit marketing system in the pharmaceutical business has been in existence, plus two votes, and the accounts receivable of enterprises must be affected," he told the 21st century business herald.
For example, in the Tibetan pharmaceutical industry, the company accounts for 160 million yuan of accounts receivable in the first half of 2017, up 160.7% year on year. Tibetan medicine explanation, the main reason is the advance of two votes, receivable settlement way change and the company's products in current distributors and settlement by cash spot into settlement and payment days will increase accounts receivable.
Sea pharmaceutical center daily news also said that two votes policy, to comply with the company for sales model transformation, the traditional proxy mode in sales revenue accounted for reduced gradually, the cost of sales rose 96.03%. The increase in sales expenses is due to the increase of the company's business scale and the development of the sales terminal.
At the same time, a number of companies have mentioned that under the two-ticket system, the company will seek a sales model or a marketing strategy adjustment, while its sales expenses or accounts receivable will also increase accordingly. In the first half of 2017, the report showed that the company's receivables increased by 166% compared with the same period in the first half of 2017. Due to the influence of the two-ticket system, more dealers were added in the reporting period, and the dealer's credit limit was increased. According to guangsheng, the company adjusted the original distribution mode to the direct selling mode that meets the requirements of the two-ticket policy, resulting in a substantial increase in the sales service fee. Nine cheese hall center daily news pointed out that, in order to meet the two votes and fine marketing management, implement the sales model transformation, due to the sales growth and sales model changes, its sales costs rose 109.77% year-on-year in the first half of 2017, accounts receivable year-on-year growth of 257%.
Great adjustment in circulation pattern
Is different from the two votes in pharmaceutical company sales growth or receivable pressure increases and several brokerages research reported that, in the field of pharmaceutical circulation, strengthening two votes could trigger consolidation and the increase of concentration of overall. Such as ping an securities research report that two votes the most obvious and direct embodiment in the field of drug circulation, the influence of compressing the drug circulation, mainly wholesale transfer of distributors and some non-canonical enterprises will be eliminated, a sharp rise in the concentration of the industry.
The two systems will speed up the industry shuffle and improve concentration, the company said in its report. For example, China national drug control said that the two-ticket system would eliminate a large number of small circulation enterprises, which would also bring more growth space for large circulation enterprises. Nanjing medicine said that it will greatly reduce the circulation of drugs, accelerate the whole industry shuffling, and the industry concentration will improve continuously. Liuzhou medicine said that with the implementation of the two-ticket system, the industry integration speed will be accelerated and the distribution concentration will be further enhanced.
The 12 companies, including China resources medicine, Shanghai pharmaceutical, heronyan medicine, jiayang tang and liuzhou medicine, have made the move to seize the hospital and product resources and industry mergers and acquisitions. As at June 30, 2017, China resources pharmaceutical co., LTD. Has a total of 5,085 customers, with a total of 5,085 customers, and a total of 2,852 retail pharmacies at the end of 2016, 2,483 more than the end of 2016. Shanghai has 27,712 medical institutions, more than 2,500 more than at the end of 2016.
On March 31, the company acquired a 51 percent stake in sichuan expo pharmaceutical co., LTD., with its own capital of 102 million yuan. Fine thing hall on March 30, intends to cash for chengdu rong jin pharmaceutical trade co., LTD. 51% stake, equity price of about 100 million yuan, which is important in southwest pharmaceutical logistics enterprises, the national pharmaceutical circulation among top 96 ranked 2016; Liuzhou medicine on February 16, and the guangxi zhuang autonomous region sanh hospital signed a cooperation agreement, on August 10 and sign a cooperation agreement with liuzhou city hospital of traditional Chinese medicine, liuzhou medicine says, so far, the company upstream suppliers, more than 2000 and 100% of the top three hospitals in the guangxi area, more than 90% of secondary hospital has established the business relationship.
Large securities research report pointed out that at present there are about 12000 national pharmaceutical wholesale enterprises, cases, the great changes in circulation function "ticket" for a living in the small circulation enterprises future 3 to 5 years or will only 3000-4000, concentration will greatly improve.
China pharmaceutical enterprise management association, vice President of cattle is dry to the 21st century economic report reporter pointed out that "as the relations between the two votes, camp to increase and GPO enterprise survival big policy in pharmaceutical circulation field, medicine circulation will enter a pattern change period, industry concentration will greatly improve."
Second half
Although many listed companies affected by two votes, during the first half but in Shi Lichen point of view, in the first half of two votes at most is a "back pan man", "the costs associated with the change of listed companies is influenced by many factors, and in many provinces and cities across the country, the two votes in the second half was a general, or significantly affected to the second half."
For example, the annual report of the golden throat on August 30 mentioned in the semi-annual report of 2017 said that the income of the golden throat was 236 million yuan, a decrease of 36.4% year-on-year. Net profit was 203.34 million yuan, down 78% from the previous year. In this regard, the golden voice explains: the recent two voting system has been promoted to the whole country by the pilot province, which has a great impact on the drug circulation market. For this reason, the company adjusted its operation policy and the dealer and promotion structure in the first half of the year, which will have a short-term negative impact on the sales revenue.
Look in the industry, lead the cause of the net profit decrease is not complete in two votes, but lead in product circulation did not keep up with the pace of reform, and the product structure is too single, revenues depend too much on golden tablet sales, product sales slump in market circulation changes, one of the important reasons is the decline in performance.
At the policy level, the influence of the two-ticket system has been further expanded. On August 28, such as in national health development planning commission "correct pharmaceutical sales field and medical services in the rampant joint inter-ministerial meeting 19 medical consumable rectification work conference and video will be", said li bin, director of the national health development planning commission, to push forward the drug distribution of two votes, increase efforts to deal with problems, punishing the insurance fraud, such as receiving kickbacks violation behavior.
There is also an increase in the level of two-ticket enforcement. Like not long ago, the Shanghai department jointly issued "Shanghai public medical institutions and drug procurement" two votes "implementation of the pilot scheme", points out that the city is to strengthen the supervision and administration of drug centralized purchasing work of pharmaceutical affairs, give full play to the supporting function of the sun platform, for not according to the provisions of the "two votes" requirements of the pharmaceutical production enterprise, enterprise in circulation, disqualified from bidding, bid, hanging net and distribution, and included in the drug purchasing record.
Companies have also accelerated their response, and yunnan baiyao also said in the report that the two bills, health care pay and other policies will fall heavily in the second half of 2017 and will face even greater challenges. Sea is pharmaceutical industry to cope with the full implementation of two votes, in the second half of 2017, a subsidiary of the sea is Pfizer will be all-round, put the star to listing work, complete varieties of strategy and the focus of the strategy of hospital development, look for opportunities to introduce products such as reinforcement of the existing product line.
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