DRG accelerated the market shuffle in the hospital agent into a machine four major tricks

DRG pays according to the relevant group of disease diagnosis, specifically, according to the patient's age, gender, surgical program, complications, hospital stay, diagnosis content, treatment results and other factors to divide the disease into several diagnostic groups, hospitals and health insurance institutions after negotiations to determine the standard of payment of each diagnostic group, health insurance institutions in accordance with this standard to pay hospitals.DRG has been operating in the United States for nearly 40 years and has more mature experience and has achieved significant results: the annual growth rate of hospitalization costs has decreased from 18.5 per cent in 1983 to 5.7 per cent in 1990, the average rate of surgical expenses has decreased from 14.5 per cent in 1984 to -6.6 per cent in 1992, and the average number of hospital stays has decreased significantly, from 10.4 days to 6.7 days.In addition to the United States, more than 40 countries have adopted DRG health insurance payment methods, China began in 2004 according to disease charges management pilot work, after 16 years. Since the establishment of the National Health Insurance Administration, this work has been significantly accelerated. In June last year, the State Health Insurance Administration, the Ministry of Finance, the National Health And Wellness Commission and the State Administration of Traditional Chinese Medicine jointly issued the Notice on the List of Pilot Cities Paying by Groups Related to Disease Diagnosis, which identified 30 cities in Beijing, Shanghai and Tianjin as pilot cities for paying for disease diagnosis-related groups, and required pilot cities to ensure the simulation operation in 2020 and the actual payment in 2021. Therefore, it is imperative to reform the current payment method of health insurance and implement DRG.

variety replacementAs a new way of paying for health insurance, DRG is bound to have a profound impact on pharmaceutical companies, and agents are a direct embodiment of this impact.1. The overall amount of medication and consumables decreased. In order to meet national payment standards, public hospital institutions may reduce non-essential medicines and screening programs for individual patients. Hospitals prefer low-cost generics that are prescribed through consistent evaluation. Doctors reduce large prescriptions, examinations, control costs and reduce costs. As in the past, the expectation that doctors will overdos and overdos will cease to exist.2. Auxiliary drugs lose the market. After the implementation of DRG, hospitals can only get the largest health insurance balance if they treat patients with the most effective and least costly drugs. Therefore, auxiliary drugs, 10-000 "god medicine" is difficult to have a market. In the past, as long as the price is expensive, space is large, auxiliary drug sales are staggering. After the implementation of DRG, the dealer who operates auxiliary drugs is facing transformation.3. Innovative drugs may not have a good market. DRG's macro logic is the best cost-effective health economics, in the median low cost, with economic leverage to drive the regulation of clinical treatment behavior, with the most reasonable cost to let more people see the disease. Therefore, the inclusion of DRG must be a common disease with a high incidence, as well as some effective and affordable drugs. Innovative drugs at higher prices may not necessarily be chosen by hospitals. Because of the same disease, if cheap drugs can be cured, hospitals will certainly not choose expensive innovative drugs. DRG allows doctors to actively or passively abandon the use of some innovative drugs.4. Chinese medicine lost the hospital market. Some of the higher-priced Chinese medicine injections are now selling well in hospitals. DrG grouping will refer to the clinical path, different hospital days, diagnostic results of patients should take what drugs, dosing has more stringent regulations. Due to the slow and uncertain efficacy of Chinese medicine and Chinese medicine injections, it is difficult to meet the requirements of the selected clinical path drug guidelines. As a result, Chinese medicine and Chinese medicine injections will be completely lost to the hospital market.5. Generic drugs are mixed. DRG is intended to control costs, for some prices than generic drugs twice or even several times more expensive original research drugs, hospitals will choose through consistent evaluation of domestic generic drugs, not only to achieve the goal of reducing costs, but also to cure patient diseases. At present, as long as there are more than two generic drugs through consistent evaluation, will be included in the national volume procurement, both the risk of not winning the bid, but also the risk of a significant reduction in the price after the winning bid and sales did not meet the expected target. Therefore, for agents, generic drugs are like "chicken ribs", tasteless food, abandoned a pity.

looking for opportunitiesHow do agents turn a crisis into a machine?1. Inpatient department medication, supplies to implement the product portfolio. At present, DRG is only for inpatients, agents in the operation of inpatient products, must be DRG group or clinical path as a whole, design promotion strategy. The product portfolio should be expanded from drugs and consumables to include diagnostics, consumables, hospitalization, surgery, rehabilitation and other cost entities, a single product is difficult to survive.2. Create more opportunities for cooperation. The implementation of DRG is based on big data, which not only needs a perfect coding system, but also needs a supporting hospital information system. Most hospitals lack of talent and unscionable information system construction, for agents to provide a rare opportunity for cooperation. Competent and qualified agents can participate in the hospital's information construction, help the hospital to build DRG information platform, and further consolidate the relationship with the hospital.3. Variety selection to therapeutic drugs and clinically necessary consumables (equipment) mainly. In response to DRG, agents to choose varieties must consider therapeutic drugs, complementary drugs no longer have a market. Consumables, equipment, testing reagents must choose clinically necessary products, accessories and other available products can not be used in the market prospects are bleak. Agents should optimize the structure of varieties in advance, give up those who do not have the prospect, the purchase price is not good to collect varieties, choose some clinical value, manufacturers have a better reputation for products.4. Zhongcheng drug species to expand the door emergency drug market and the second and third terminal market. After the implementation of DRG, Chinese medicine in the hospital hospital market is difficult to do any more, but the door emergency medicine has great success. Compared with Western medicine, the efficacy of Chinese medicine is slightly slower, but the side effects are small, especially in the field of "cure the disease" is very important. Chinese medicine has played a huge role in this year's battle for the wuhan of new crown pneumonia. To this end, Chinese medicine must grow and avoid short, fully tap clinical value, expand sales channels, especially DTP pharmacy, OTC channels, third terminal channels, benefit more people.

layout in advance   DRG is a revolutionary change in payment methods, manufacturers and agents can not wait for idle, but also can not let it go, must be laid out in advance, proactive, do a good job in marketing.   1. Build a good team. Influenced by policies such as volume procurement, auxiliary drug catalog, and medical insurance restrictions, the agency team is in the stage of reshuffle. With DRG coming soon, the importance of the agency's medical team has increased. Medical teams help hospitals and doctors optimize treatment options, provide clinical pathway advice, and more. Building an OTC team is also critical to dealing with out-of-hospital prescriptions. Agents used to live well by subcontracting distribution, but now they have to have their own team. Have a team can get the favor of manufacturers, you can get good products.   2. Products into the DRG drugs (consumables) procurement catalog. From the current pilot city, DRG drugs (supplies) procurement catalog or to the hospitals as the main body to develop their own, whether in the future will be to the city or regional center to form a procurement catalog, it is not known. However, no matter how the development, agents must cooperate with the enterprise to agent products into the DRG procurement catalog, to ensure that products can be sold in the hospital market. Therefore, agents to play in advance, play first hand chess, wait until the big picture has been decided, it is too late.   3. Do a good job in academic marketing. Most agents do not have a professional academic marketing team, and the academic requirements of manufacturers are only passive. After the implementation of DRG, academic marketing is particularly important. First of all, the product must be approved by clinical experts, clinical experts do not recognize, can not enter the DRG procurement catalog. In order to obtain expert approval, the product must be used in the hospital, only clinical use, in order to obtain relevant clinical data, experts will be recognized.   The second is to introduce products to doctors and experts. If the product is any better, it should also be introduced to the doctor. Academic marketing to academic-led, so that doctors know the clinical advantages of the product, product value and brand traits, for DRG to do a good job of pre-academic preparation. In the long run, agents with specialized academic promotion teams will be invincible in the future pharmaceutical market competition.   4. Layout out-of-hospital sales. After the implementation of DRG, innovative drugs with therapeutic value can not be sold in hospital because of the high price, but patients have needs, after discharge doctors can recommend medication. In addition, some auxiliary drugs, nutritional drugs, out-of-hospital sales are also good. In the case of clinical needs, non-inclusion of pathways, non-medicated coverage, and accelerated treatment of diseases, doctors must be willing to prescribe as long as patients are willing to pay for them at their own expense. This is in the interests of hospitals and doctors, as well as patients, so agents should lay out the out-of-hospital market in advance. (Medical Economics Journal)
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