After three volume purchases a pharmaceutical company sales choice resigned.

Text . . . Kenwen Wu Jing belt volume procurement will affect more and more enterprises and individuals.
facing irreversible reform trends, individuals can resign, and businesses can only face it.
Qilu Pharmaceuticals, which has already experienced three band purchases, is a very good observation sample.
after three tape purchases, Wang Yun (pseudonym) resigned from Qilu Pharmaceuticals.
Wang Yun is a region of Qilu Pharmaceutical sales, Qilu is a few three-time band procurement have experienced the pharmaceutical companies, the results of ups and downs: lost, shortlisted, again lost. During the
, in October 2019, Hu Jinglin, director of the State Health Insurance Administration, went to Qilu Pharmaceuticals to investigate and talked about the purchase of belt quantities.
Wang Yun started out in the jifiedini product line for the treatment of non-small cell lung cancer, and later worked with the team to sell albumin yewol, which is mainly used to treat breast cancer.
Gifenib was involved in the "4 plus 7" in December 2018 and the expansion in September 2019, and albumin yew alcohol participated in the second batch of national drug production in January 2020. During the
, Wang Yun's sales team experienced many adjustments, he had a sense of tiredness, feel that there is no room for career rise, so he jumped to a multinational pharmaceutical company.
-belt procurement will gradually become the norm. On July 21,
, Shanghai Sunshine Pharmaceutical Procurement Network issued a notice to collect relevant information on 86 standard drugs.
this means that the third batch of tape procurement has officially begun, involving more than 100 pharmaceutical companies, nearly 60 billion market size.
Just a few days ago, on July 15-16, the National Health Insurance Administration held a symposium to discuss the centralized procurement policies of biological products (insulin) and traditional Chinese medicines.
in addition, the long-simmering first round of high-value supplies national edition collection is also about to start.
mountain rain want to wind full of buildings, with volume procurement will affect more and more enterprises and individuals.
facing irreversible reform trends, individuals can resign, and businesses can only face it.
Qilu Pharmaceuticals, which has already experienced three band purchases, is a very good observation sample.
from the defeat to the winning bid to win a small profit to get a larger market in December 2018, the first round of belt procurement in 11 cities open bid, the rule is the lowest bidder, the 11 cities to obtain 60%-70% of the market share.
giving up so much market share, for many companies it's meat-cutting.
at that time, a total of 25 varieties won the bid, the average decline of 52%, the highest decline of 96%.
the enthusiasm of the original research and pharmaceutical companies in the first round of volume procurement is not high, from the results of the bidding, most of the winning varieties from the domestic generic pharmaceutical companies, such as Chengdu Bete, Zhengda Tianqing, Zhejiang Huahai, Chongqing pharmaceutical friends and so on.
but Qilu Pharmaceuticals lost.
Qilu Pharmaceuticals to participate in the competition of Gifitini, the rival is the domestic pharmaceutical company Zhengda Qing and the original research and pharmaceutical company AstraZeneca.
AstraZeneca's original research drug, Ereza, has been on the market in China for many years, the price has been maintained at more than 5000 yuan, in the 2015 national negotiations, the price was reduced to 2358 yuan, but also accumulated some drug negotiation experience: how to quote, how to carry out drug economics measurement and so on.
Qilu Pharmaceuticals has no negotiating experience, the end of 2016, the market price of the jifiedinib generic synthasi, more than 1600 yuan, than the original research drug has an advantage.
Wang Yun remembers the industry rumors at the time, "AstraZeneca will certainly quote 800 yuan, and then Qilu reported 700 yuan", but did not expect to be in the scene, AstraZeneca reported 547 yuan a box of the lowest price.
an employee at Qilu Pharmaceuticals recalled that the chairman was "still angry".
Jifenib is a generic drug that Qilu Pharmaceuticals had high hopes for, which was included in the "12th Five-Year Plan" national "major new drug creation" science and technology major special topics, spent 7 years of research and development, but also the first batch of the country through the consistency evaluation of the varieties.
the second band purchase (expansion) site in September 2019, While AstraZeneca maintained the previous round of offers, Zilu Pharmaceuticals offered Gifitini a "floor price" of $257, less than half of AstraZeneca's price.
AstraZeneca, Qilu Pharmaceuticals and Zhengda Tianqing entered the procurement catalog at the same time, With Zilu Pharmaceuticals taking the most market share.
the highly-anticipated product bid, Wang Yun's regional sales team quickly invested in other product lines, and some people resigned.
this price means, "no enterprise will redevelop gifitini, this variety of the market in our industry, even if completely closed."
this is also the lesson of Qilu in the first volume purchase, wait-and-see posture will only lose more, the lowest price or can also get a small profit to obtain a larger market volume.
Jifeitini listed for more than a year, whether it can recover the previous research and development costs and sales costs, Wang Yun estimated, "almost."
not just gifitini, in the second band purchase, Qilu Pharmaceutical's other four competitive products, all reported the lowest price in history: Atovastatin calcium tablets, o nitrogen tablets, fumatide nofovir dipyrifion tablets, lipasterone tablets, become the second round of tape procurement of more varieties of pharmaceutical companies.
October 2019, not long after the end of the second tape procurement, Hu Jinglin, director of the State Administration of Health Insurance, went to Qilu Pharmaceutical Research, field visits to bioeureysoukal workshop, oral preparation workshop, etc., also presided over a symposium, the main content is to discuss the issue of drug tape procurement. How much impact does
-band purchase sourcing have on drug sales? Since Qilu Pharmaceuticals is not a listed company, it cannot be intuitively understood, but can be used to make a reference with other companies' products.
, The core product of Xinlitai, Taijia, although the "4 plus 7 belt procurement" in the final price reduction of 58%, but in the first three quarters of 2019, sales revenue of 3.56 billion, up 0.82% year-on-year.
Sales of Tyga increased by 50.7% year-on-year in the third quarter of 2019, according to IQVIA's Review of china's Hospital Medicine Market.
and in 2019, the number of sales people in Reliance dropped by 442, from 2,108 to 1,666.
said in its earnings statement that "the collection has upended the existing competitive model, and generic drugs will increasingly need less marketing and promotion".
's expanding in September 2019, tyja is out.
's impact on sales was immediate, with revenue falling sharply in the fourth quarter (revenue of 906 million, down 18.85 percent year-on-year), the company said in the results.
by the first quarter of 2020, the decline was expanded again, with Xinlitai's operating income of 866 million yuan, down 27.13% year-on-year.
out again but may be an active response strategy of the second band purchase is over, Wang Yun from the product sales of Gifitini to another product line with great market potential - albumin yew alcohol.
he and his colleagues to pre-market and promote the product, which has not yet been approved for sale.
Wang Yun felt a little breath.
albumin yew alcohol has not yet been listed, let alone into the health insurance catalog, is a self-funded drug, when he thought he would not be so fast and lost a product sales opportunity.
albumin yew alcohol has previously been the new base company (has been acquired by BMS) imported research drug Abraxane monopoly, the variety in The country by Baiji Shenzhou agent.
February and August 2018, Stone Pharmaceuticals And Hengrui Pharmaceuticals' generic signed ecicosis Ike li and Ai Yue were approved for the market.
world is hard to predict.
November 2019, Qilu Pharmaceutical's albumin yew alcohol received the production approval, before the time to large-scale production, Wang Yun heard that it to be included in the second batch of production.
", "generally included in the national volume procurement, are relatively large sales volume, sales are relatively high, the impact on the health insurance fund is relatively large varieties, a has not yet earned back the cost of research and development, not into the health insurance catalog of new varieties also entered the volume of procurement, really let me caught off guard."
january 2020 negotiations on the scene, there has been a number of pharmaceutical companies can not understand the sale of the operation, the last negotiation selling the lowest price of Qilu Pharmaceutical, in the albumin yew alcohol this variety, quoted more than 1800 yuan. Huang Xin (pseudonym), of the market access department of another domestic pharmaceutical company,
recalled that the ceiling price of this variety is 2400 yuan, the price is higher than 1200 (i.e. 50% of the ceiling price) is impossible to win the bid, "compared to some of the varieties of the flow of the standard, some are not clear the third round of complex rules, and so it seems (Zilu Pharmaceutical) is intentionally down the bid."
eventually won the bid for all but Qilu Pharmaceuticals.
in accordance with the rules, the winning three enterprises in the next 2 years, a total of 70% of the annual agreed purchase volume calculation base.
if Qilu Pharmaceuticals wins the bid, then the four companies together are divided into 80% of the market.
speculation that Qilu Pharmaceuticals intends to drop the bid has not been confirmed by Wang Yun.
however, an industry source analysis, "a newly listed self-funded variety, even if the collection, health insurance will not be included in the reimbursement, for the sake of cost recovery, rather than winning the bid to obtain the least market share, it is better to fight for the off-site market and the remaining 30% of the purchase amount."
the competitive advantage of competing for margin is that "the price of the winning variety can not be lowered, but the unsuccessfully winning variety can also fall again". After the
bid, Qilu Pharmaceutical's response speed is quite fast, immediately took the initiative to reduce the price to 698 yuan, than the lowest price of the winning bid (the price of stone medicine 747 yuan) is lower.
market surplus will not be very small one reason is that, in the reporting of procurement volume, some areas in order to complete the purchase volume as soon as possible, understated the amount of use, resulting in some varieties of the prescribed procurement volume is not as much as the actual amount, which is the industry's open secret.
", for example, I am in the sales area, the amount of national procurement is very small, 70% of the volume will soon be completed", Wang Yun has many years of experience in local sales of drugs, he said, like albumin yew alcohol this variety, because the original research drug is too expensive, many patients can not afford.
But if the price falls to a very low level, the future market volume is definitely much larger than the current volume, so the margin and potential volume is a good strategy for the time being.
Wang Yun does not seem lucky, because the price fell too low, his sales team also withdrew, some resigned, some again transferred to other product lines.
Wang Yun chose to resign.
genericdrugs from the era of windfall profits to the micro-profit era Qilu Pharmaceutical mass is huge, is the domestic old pharmaceutical companies, relying on generic drugs and raw materials, there are now more than 200 rules, more than 100 varieties, mainly including tumor drugs, cardiovascular drugs, anti-infective drugs, respiratory drugs, psycho-system drugs, and so on, is also one of China's largest manufacturers of raw materials.
in 2003 after restructuring, Qilu Pharmaceuticals from state-owned enterprises to a private enterprise.
for many years, and many domestic private pharmaceutical companies, the use of large-pack model.
in Wang Yun's impression, the former owner will set up in various regions of the self-employed department and investment agency department, china merchants agency department is mainly listed for many years of product package to the agent sales, is a mode of cooperation, such as the lowest price to agents, each year to ensure how much to sell, etc. , "the enterprise package out after the time to save money, do not have to set up their own team, do not have to do their own marketing."
but in the second half of 2018, the former owners decided to start pulling out of the merchants agency.
"to avoid risk, avoid gold sales, etc. , to plan ahead, large contractors often do some less compliant things, no way to control", Wang Yun believes that the Ministry of Merchants will have some uncontrollable factors, anything out of anything, or finally the responsibility of pharmaceutical companies.
because it was the first pharmaceutical company to do so, it was a significant landmark event in the industry.
cut off the Investment Department, in the short term lost a part of the sales, but also to establish their own marketing team, personnel costs more, "people's agents and hospital relations are particularly good, is selling this product, you suddenly said all to take back, of course, people are not willing to, but also involved in compensation."
hospital and agents out of some of the words are very difficult to hear, but at that time the chairman has made up his mind, must remove this investment agent department."
Wang Yun is not clear, Qilu Pharmaceuticals in the cut off the investment agency department, all turned into self-employed, and expanded how many sales staff came in, but just after, the company was not too long to face the amount of procurement after the "removal of part of the product line and sales staff" embarrassing situation.
individuals can resign, although resigning may not have a better development, but after all, Teng move space than enterprise flexibility, and enterprises can only adjust their posture to deal with.
Wang Yungang into Qilu Pharmaceuticals, Qilu Pharmaceuticals has begun the transformation path, in the United States Seattle, San Francisco, Boston and Shanghai, China, four research and development centers, is large-scale research and development of new drugs.
the outside world, Qilu Pharmaceuticals is still the industry's big brother, "light wind clouds."
after the third shipment purchase in January, Qilu Pharmaceuticals appeared to be gaining momentum in the first half of the year: 10 genericdrugs were approved and several new drugs were available.
and its strategy is to "report the lowest price in the industry", such as June 16, Shanghai Sunshine Pharmaceutical Procurement Network announced "some drugs into the city's medical insurance payment agreement purchase price", Qilu Pharmaceutical acetic acid Abitron tablet price is 1998 yuan, the price given is 28.64% lower than the lowest price of the national collection.
in Wang Yun's view, Qilu variety specifications are very many, a variety even if it is not, or dead, do not affect what, it has other new drug research and development.
"just from the original era of profiteering of generic drugs to the era of micro-profits".
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