Behind Bengbu's "closed door"

Source: the formulation and implementation of the "rules of the game" of Bengbu's volume purchase on May 20, 2015 in the pharmaceutical observer report is simple, rough and hard, but its lethality is also amazing Behind this, it not only reflects the strength of public hospitals or competent departments as the buyer's market, but also reflects the disorder and deformity of drug bidding around the country For pharmaceutical companies, how to make a reasonable choice and response measures under the endless "bidding price limit" mountain is the most important Reporter of our newspaper: Recently, Lu Liqiang's lethality in Bengbu City, Anhui Province, a public medical institutions drug volume purchasing consortium announced that: Shandong Danhong pharmaceutical, Guangzhou Baiyunshan Pharmaceutical Co., Ltd., Guangzhou Baiyunshan Pharmaceutical General Factory, Beijing Sihuan pharmaceutical, halbin Songhe pharmaceutical, Jiangsu aosaikang pharmaceutical, Dali pharmaceutical, HongRi pharmaceutical, GSK, etc.8 The price reduction rate of drugs listed in the list of single variety and volume purchase by pharmaceutical enterprises has not reached 25%, and all of their drugs are permanently not allowed to be sold in all public medical institutions in Bengbu City As soon as the announcement was issued, it caused widespread concern and controversy in the industry In fact, Bengbu's approach was unexpected as well It is expected that the reason is that as early as April 19, the Bengbu public medical institutions issued a letter to the relevant drug manufacturers of Bengbu City on the volume purchase of single variety of drugs, stipulating that the yield margin of each single variety of drug manufacturer or authorized agent in Bengbu City should not be less than 25% of the price of traditional Chinese medicine in the provincial drug price limit catalogue Otherwise, all the drugs of its manufacturing enterprises shall not be sold in all the public medical institutions of Bengbu City permanently Unexpectedly, though Bengbu has formulated the rules of the game, many people in the industry think that there may be "Deviation" in the final implementation Shi lichen, a special observer of this newspaper and the founder of Beijing Dingchen medical management consulting center, said that he was surprised by the simple and rude administrative behavior of Bengbu's competent authorities, and that he was so upright in blatant violation of the policy guidance of the national health and Family Planning Commission In the view of the industry, simplicity and rudeness are not only reflected in the implementation of policies, but also in the formulation of policies At the beginning of the year, under the background of No.7 document issued by the state office, the direction of purchasing with volume has been clear, but the 25% price reduction required by Bengbu has no standard and basis from the current public information, only 25% is simply cut off on the basis of the bidding price "What's more, so far, we haven't seen the purchase volume of Bengbu public medical institutions of that kind of drugs, and we haven't made clear the volume purchase of drugs, that is, fraud and false volume purchase." Shi lichen pointed out that the reason why Bengbu dare to make such a "simple, tough and tough" provision is actually very simple, that is, Bengbu's public medical institutions or competent departments have been in the buyer ' From the current situation, the malpractice of the policy of "one province, one policy" is more and more obvious Compared with the previous local drug bidding, drug companies did not win or even abandon the bid, and its impact is only the market development of "this round of bidding (generally 1-2 year cycle)" and "a certain type of bidding" Now Bengbu stipulates that "all the drugs of the enterprise" and "no sale permanently", which obviously increases the lethality of drug companies by countless times Moreover, in the previous open letter, Bengbu claimed that for the single variety production enterprises that did not achieve the 25% reduction, they should report to Anhui Provincial Pharmaceutical purchasing platform, apply for recording bad behaviors and report to the provincial medical reform office and the national medical reform office at the same time "The implication is that if you dare not comply with my price reduction request, you will lose a bigger market." According to the evaluation of the China Association for the promotion of drugs, this is a typical threat to production enterprises and sellers by using administrative power It is not only without legal basis, but also an obvious illegal act The artistic conception of such words is "follow me to prosper, reverse me to perish"! In fact, the purchasing power of Bengbu is far more than that In an article published recently, Shi lichen pointed out that Bengbu "faced the national bidding procurement system, Anhui bidding procurement system, market, public medical institutions and pharmaceutical enterprises" Now, no matter how controversial the industry is, Bengbu's procurement with volume has been firmly implemented So, is it possible that Bengbu's purchasing policy with great killing power and so many faces can be used for reference by all regions? This may be more to think about Not long ago, relevant officials of the national health and Family Planning Commission publicly stated that they firmly opposed the second price negotiation and that the price of drugs negotiated and purchased should be unified across the country Therefore, whether Bengbu's "rules of the game" will appear in a large scale still depends on the attitude of the health and Family Planning Commission If "only thunder, no rain" and no actual action is taken to stop it, it is likely that all regions will rush to implement it After all, 25% of the profits are favorable and "exciting" for local authorities and public medical institutions For pharmaceutical companies, it is a more difficult and even life and death related choice For example, under the rules of the game in Bengbu, the eight pharmaceutical companies did not achieve a 25% decline In the end, are they simply unable to bear it, or are they lucky enough to think that the policy will not be strictly implemented, or do they make their own choices? According to schlichen, there will be five situations in pharmaceutical enterprises: the first is that, like these eight pharmaceutical enterprises, they will not bow their heads and be washed out directly; the second is that some profits are barely acceptable, and they will take 25% of them for the sake of business ; the third is to start first, and then find that the production supply loses money, so the supply is limited, and the supply is as little as possible, as long as it reaches the amount that the public medical institutions do not sanction, or even cut off the supply; the fourth is to agree, cut off the supply directly, followed by the public medical institutions; the fifth is the products with high gross profit rate, such as exclusive drugs, exclusive dosage forms, original research drugs, first imitation drugs, clinical products The gross profit margin of drugs is high, even if 25% of drugs are cut off, it doesn't matter This is why some pharmaceutical companies can achieve a 25% drop in Bengbu's volume purchase, and some pharmaceutical companies choose to give up It is worth noting that some pharmaceutical companies may face a more difficult situation in the future than the above eight pharmaceutical companies if they still report that they are lucky According to the No.7 document issued by the State Council and the current drug bidding policies and the rules of Bengbu game, it can be seen that the current drug bidding "price limit" is still the main theme and trend, which is likely to not change fundamentally in the short term In this context, the choice and response of pharmaceutical enterprises is particularly important "Nowadays, pharmaceutical companies are hard hit by the abnormal drug price policies in various regions, and drug research and development will be greatly affected, because the abnormal development of Chinese pharmaceutical market has reached a heinous level, which is not conducive to the healthy development of China's pharmaceutical industry." According to schlichen, for pharmaceutical companies, prescription drugs and new drug sales will go on every day in such an environment Therefore, pharmaceutical companies must make strategic adjustments and strive to develop OTC on the premise of ensuring the stability of the total amount of core products Health care business is the right way, but drug R & D is the future of the enterprise no matter what Even if the time is hard, do you want to give up? Because even in rainy days, there will always be a clear day This abnormal development trend of China's pharmaceutical industry will not last for a long time, and the drug R & D ability can ensure the long-term development of pharmaceutical enterprises He further pointed out that there will be three changes in the prescription drug marketing of pharmaceutical enterprises: first, to strengthen the ability of pharmaceutical enterprises to cope with local policy changes, strengthen government affairs departments, plunder government affairs management talents, and improve response efficiency; second, to enlarge product sales as much as possible in the areas that can enter the bidding products, and carry out regional sales promotion to stop the total loss; third, to transform Marketing system, improve operation efficiency, make it more adapt to the changes of market and policy.