After the national centralized mining, the channel of transnational pharmaceutical enterprises sinks and the cooperation of local start-ups to develop new drugs becomes a trend!

In 2019, the "4 + 7" volume procurement policy continued to advance, gradually pushed to the whole country from the original "4 + 7" pilot city, which not only affected local pharmaceutical enterprises, but also had a significant impact on multinational pharmaceutical enterprises After the implementation of the 4 + 7 policy, the market of the first tier and second tier cities of multinational pharmaceutical enterprises will further shrink It is necessary to find new channels and markets for the expired original research drugs, and sinking to the third tier, fourth tier and fifth tier cities is an option Therefore, the original "big and up" foreign pharmaceutical enterprises also need to sink channels, "down to the grassroots" to the third, fourth and fifth tier cities In the past, most of the marketing capabilities of multinational enterprises, including the target groups, were concentrated in the first and second tier city hospitals In recent years, especially before and after "4 + 7", multinational pharmaceutical enterprises adjust their marketing strategies and accelerate their attacks on the wide area market Adjust the marketing strategy, attack the wide area market Sanofi set up the basic medical business department in 2012 to strengthen the sales promotion in the county-level cities and expand the basic market After the implementation of "4 + 7", Sanofi will increase the additional sales volume for Sanofi through its strength in the county-level market and community health center In the past few years, Pfizer has increased drug access by reducing the price of its products After Lipitor's volume purchase fell, the number of Lipitor's cardiovascular team increased instead of decreasing, and the number of Lipitor's cardiovascular team increased by 2000 The main promotion direction is to sink to private hospitals and towns Merck has focused on China's developed e-commerce system and moved its life science business to Alibaba B2B platform 1688 It is reported that in the future, the products launched in the flagship store of life science will not be limited to the field of life science, but also include other products of Merck group Besides the "4 + 7" nationwide promotion, which makes some multinational pharmaceutical enterprises sink their own teams, there are also some multinational pharmaceutical enterprises divest their assets to avoid product impact on performance Recently, the company under Novartis Group signed a transfer agreement with Jiuzhou Pharmaceutical Co., Ltd to transfer 100% equity of Suzhou Novartis after divestiture of technology and drug development assets In July, Fosun Pharmaceutical announced that GSK had signed an agreement with the company to sell 100% equity of GSK Pharmaceutical (Suzhou) Co., Ltd to Fosun Pharmaceutical In April, Yiteng pharmaceutical announced that Lilly pharmaceutical would sell to Yiteng pharmaceutical the rights of its antibiotic product, secolo, and its reliable production plant in Suzhou Transfer to innovative R & D and speed up the listing of new drugs Multinational pharmaceutical companies are not only sinking channels, but also transforming their R & D strategies in China: since 2017, the news that China's R & D center has been downsizing or even canceling personnel has been constantly coming out Multinational pharmaceutical companies have shifted from their own R & D departments to external cooperative R & D in the past, independent R & D institutions began to cut investment, increasing cooperation with local pharmaceutical companies in R & D For example, Peggy, pioneer pharmaceutical and Pfizer, Hualing pharmaceutical and Roche, zaiding pharmaceutical and Sanofi, Lilly pharmaceutical and Cinda biology have all reached cooperative development agreements First of all, China's huge market size and large clinical demand are important prerequisites for multinational companies to speed up localized R & D Secondly, the flexibility, decision-making efficiency and innovation power of local small biological companies are also the main reasons for attracting large multinational pharmaceutical companies Moreover, the capital and time cost of new drug research and development are increasing year by year Through cooperation with local enterprises, these risks can be shared equally Pharmaceutical companies in China pay only 1 / 4 or 1 / 5 of the cost of scientific research in developed regions, and the cost of clinical trials is about 30% lower than that in European and American countries A large number of patient samples in China will also make it very convenient to collect samples in clinical trials, and improve the statistical data In addition, if local enterprises are selected for cooperation, they can enjoy the preferential policy of "localization" in the follow-up approval, production and listing, reduce the approval process and shorten the time of drug listing Taking Pfizer as an example, in December 2016, Pfizer authorized Suzhou Paige biomedical Co., Ltd to develop glucokinase activator (GKA) drugs suitable for Chinese patients in the field of diabetes The latter is responsible for all research and development, clinical registration, drug production and other work of this kind of drugs in China In early 2018, Pfizer authorized the global rights and interests of a new tumor antibody drug to Suzhou Kaifa Pharmaceutical Co., Ltd Under the agreement, pioneer pharmaceutical will have the exclusive right to develop, produce and commercialize the drug globally Compared with Pfizer's two authorizations, the cooperation in developing the global related rights and interests of the pharmaceutical industry is obviously more in-depth It is not only a new cancer antibody drug, but also has the exclusive right to develop, produce and commercialize the drug In Pfizer's R & D series, those products that are suitable for China's disease spectrum, which have large clinical needs and are in the early stage of development, will be selected to cooperate with local innovative enterprises In fact, the core is the high marketing cost of multinational pharmaceutical companies Once a large number of drug prices fall, they can not bear huge promotion costs Therefore, outsourcing or cooperation with domestic enterprises is the only way! And a large number of domestic enterprises are not willing to become only a promoter, so joint development, joint development and sharing rights and interests will become an inevitable trend! Statement: this opinion only represents the author, not the position of yaozhi.com, welcome to exchange and supplement in the message area; if you need to reprint, please be sure to indicate the author and source of the article.