Heavy product cancellation sales team adjustment and transformation of foreign pharmaceutical companies

Medical Network News, March 22, another product, withdrawn sales team
1 , blockbuster products, withdrawn sales team
Recently, the whereabouts of the sales team of Humulin has become the focus of attention in the industry
.
It is reported that Eli Lilly China and 3SBio and its affiliates have officially stopped cooperating to promote humin series products and humin pre-filled series products, and will cancel all excellent products in the metabolic treatment field of the 3SBio Group Marketing Center.
Relevant post system for the promotion of Bilin products
.
According to people familiar with the matter, the compensation plan currently given to the sales team of the team is N+1
.
As we all know, the product of Humulin was once all the rage, and its series of changes in recent years are more or less related to the changes in the market competition environment
.
Humulin is the world's first synthetic human insulin product and the world's first human medical product created by recombinant DNA technology
.
It was approved for listing in the United States in August 1982 and approved for listing in China in 1997
.
At present, most of the insulins used in the Chinese market are second- and third-generation insulins.
The second-generation insulins mainly include Novoline, Gansulin, and Humulin, and the third-generation insulins are mainly Novoprox, Laidse, and Humulin
.
In recent years, the domestic market share of third-generation insulin has gradually increased and will continue to maintain rapid growth.
The use of second-generation insulin has slowed down and its share has been declining
.
Eli Lilly stated in its earnings report for the first half of 2020 that two of its main products have declined in revenue, humin, a mature diabetes product, has fallen by 11%, and teriparatide, a mature product for diabetes, has fallen the most significantly (-22%).
It is affected by the competition of generic drugs
.
Affected by patent expiration and increased market competition pressure, Eli Lilly's transformation in China has also accelerated in recent years
.
As early as April 2019, Eli Lilly and Company announced that it had signed an agreement with Eton Pharmaceuticals to sell its antibiotic products, Xikerao and Wencheng, in mainland China, as well as the Xikerao production plant in Suzhou.

.
In May 2017, Eli Lilly granted 3SBio the exclusive distribution rights of its insulin product Humulin in mainland China, and the latter will also be responsible for the promotion of Humulin in mainland China
.
Now the cancellation of the sales team of Humulin may be related to its transformation and adjustment of the Chinese market layout
.
2.
Normalization of centralized procurement, adjustment and transformation of foreign-funded pharmaceutical companies When it comes to the huge impact on foreign-funded pharmaceutical companies, mass procurement is one aspect
.
Looking back at the first four batches of national procurement, the bidding situation of foreign-funded pharmaceutical companies is of great concern to the industry
.
Only two foreign companies won the bid in the 4+7 pilot program, and the 4+7 expansion added another 5 to 7 foreign companies.
Only 4 foreign companies won the bid in the second batch, and only 3 pharmaceutical companies won the bid in the third batch.
Only 5 foreign companies won the bid in the four batches
.
The fifth batch of national centralized procurement and special volume procurement that are currently under consideration have also brought many reveries to the industry
.
According to the "Opinions on Promoting the Normalized and Institutionalized Development of Drug Centralized and Volume Procurement Work " officially issued by the General Office of the State Council on January 28, the State Council Fa [2021] No.
2 requirements will be "in accordance with the reasonable price difference relationship, the clinical efficacy Similar drugs with the same generic name and different dosage forms, specifications, packaging, and purchases of the same route of administration are merged to promote competition
.
Explore the merger of different generic drugs with similar indications or functions and indications to carry out centralized purchases
.
" 1 of this year At the State Council’s regular policy briefing in September, regarding the content of "the normalized and institutionalized development of centralized drug procurement," the person in charge said: "According to the State Council’s No.
2 document and the exploration situation, biosimilar drugs Inclusion of centralized procurement, including large varieties of Chinese patent medicines, is an institutional requirement, but the rules are more optimized, more targeted, and the quality is more in line with the attributes of the drug itself.
From the perspective of our country, biosimilar drugs The quality standard is relatively high globally, higher than some western countries
.
In two sentences, one is that there is no doubt that it will be included in centralized procurement; the other is that quality must be our priority, and the rules must be more in line with market requirements.

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"It can be seen that special purchases with volume may become a key focus of work in 2021.

As we all know, the amount of insulin used in clinical practice is very large (second only to oral preparations of acarbose), and there is a large population of diabetic patients in China in 2019.
The number of diabetic patients in China is about 116 million, and China has become the country with the largest number of diabetic patients in the world
.
Diabetes medication oral preparations have been the focus of attention in the previous batches of national collections, and the special collection of insulin has also been available in Wuhan.
This is the first centralized procurement attempt
.
Therefore, some analysis indicates that insulin may become the first batch of "specialized mass-collection" products, and it may be involved as soon as 2021.

In fact, affected by mass-purchasing, many pharmaceutical companies have already Start of adjustment and transformation
.
According to incomplete statistics, since 2018, pharmaceutical companies such as Pfizer, Bayer, Sanofi, GlaxoSmithKline, Takeda, Novartis and other pharmaceutical companies have abolished sales teams in different ranges.
This situation occurs in local pharmaceutical companies.
The scope is no exception
.
At the same time, the performance of multinational pharmaceutical companies in China has also begun to fluctuate
.
Cyberlane found that AstraZeneca, Pfizer, Sanofi and other foreign pharmaceutical companies mentioned in the three quarterly reports of 2020, The sales income of the company’s patent expired products
has declined to varying degrees .
For the national centralized procurement that has become normalized, enterprises need to face a sharp decline in market size brought about by large price reductions
.
Whether it is to protect the market or to exchange prices for volume, companies have to face a sharp decline in market size .
Maintaining prices is a serious challenge
.
There is no doubt that the domestic hospital market will accelerate the replacement of original research by generic drugs in the future .
With the continuous introduction of favorable policies for new drugs, foreign pharmaceutical companies and domestic leading domestic pharmaceutical companies will all put their focus on In terms of new drug R&D investment and professional promotion, the domestic pharmaceutical market will also usher in new changes
.