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    Home > Active Ingredient News > Drugs Articles > Joint purchasing, maybe not as good as you think

    Joint purchasing, maybe not as good as you think

    • Last Update: 2015-06-10
    • Source: Internet
    • Author: User
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    Source: Pharmaceutical observer's purchase Consortium on June 10, 2015 is a "hero" created in today's situation Even though most provinces have not yet carried out bidding, and there are not many provinces and cities that flow out of bidding plans and drafts for comments, the actions (statements) of Anhui, Shanghai, Beijing and other places have given enough warning to pharmaceutical enterprises However, in the view of Zhang shanguo, vice president of marketing of Guangxi tiantianle Pharmaceutical Co., Ltd., the so-called practice of increasing the buyer's initiative through purchasing consortia is another sorrow of the Chinese pharmaceutical industry ◆ reporter of our newspaper: Liao Shaomin local exploration spirit Kejia medicine Observer: in Anhui's bidding, the whole province was divided into 16 + 1 purchasing consortiums and drug manufacturers to conduct positive negotiations, and the participating enterprises basically bid according to the margin of profit transfer specified in the document How would you rate this? Zhang shanguo: there is no doubt that the hard pressed pharmaceutical companies finally made a profit compromise to the terminal big brother But next, the pharmaceutical companies will pay close attention to the sales volume and task completion of the Medical Association Once the sales scale fails to meet the expectation, this compromise will come to an end Another possibility is that pharmaceutical companies will adopt the strategy of "one by one breakthrough, self-control" to dissolve the medical consortia that is originally based on interests Medical Observer: outside Anhui, there are voices that Beijing's medical consortia may introduce pharmaceutical commercial enterprises as a third-party GPO like approach to negotiate prices with pharmaceutical enterprises, and that because businesses know more about the real costs of manufacturing enterprises, the bargaining is more advantageous Do you think this is feasible? Zhang shanguo: it's a funny thing to rely on the medical terminal to examine the drug cost of the pharmaceutical enterprises The government's credibility is no longer good, and it's always more reliable than the terminal to check the price The so-called "from Nanjing to Beijing, the buyer has no seller's essence" Pharmaceutical enterprises are the holders of product technology and the basis of market marketing No enterprise is willing to let the so-called third party supervise its price setting system For pharmaceutical enterprises, pharmaceutical business mainly carries two tasks: rapid and centralized collection of payment and rapid and timely distribution of products The cost of self building team of pharmaceutical enterprises is too high, and the management is difficult The main reason is that there is no short-term breakthrough in China's regional culture and regional consumption habits, so the pharmaceutical business has a basis for survival If the pharmaceutical business is added to this system, it may have a certain impact on the regional market development, product policy and price system of pharmaceutical enterprises However, if there are too many participants who are concerned about their own interests, pharmaceutical enterprises are easy to break each other Medical Observer: it is true that as a member of the circulation chain, how to ensure that the stakeholders will not collude with each other has become a big problem So, can we avoid this situation through the establishment of corresponding mechanism? Zhang shanguo: no mechanism works! How stable can such a joint effort be when individuals with unrelated interests are temporarily tied up for common interests? Once there is a game of interests, the real face will be exposed Especially in business, low purchase and high sale are the basis of its existence No matter what your status is, business must first survive, and then consider the upstream and downstream I believe that no one can overturn this view Medical Observer: but in the view of some people in the industry, it is an inevitable trend for commerce to extend to the upstream and downstream supply chain, including "Sinopharm has established a procurement planning department" In terms of this situation, does it mean the formation of new trends? Zhang shanguo: This is a kind of assumption of bullshit As the leader of Chinese medicine business, Sinopharm does not need to plan its own varieties Even if they don't, such an approach can't explain the formation of new trends In fact, playing business is mainly playing with products, capital and models Products are the basis of commercial operation, especially for the tonnage of national medicine To strengthen the planning and layout of products is the demand of national medicine's own operation, which has nothing to do with the trend Of course, if there is, national medicine will not refuse One stone, two birds, why not? Medical Observer: at the same time, Shanghai made it clear that it would learn from the general practice of GPO and carry out pilot projects in four new suburban hospitals However, these four hospitals have already entrusted pharmacies to large pharmaceutical companies as a whole What's the difference between this and today's pilot project of "connecting a hospital with a commercial enterprise"? Zhang shanguo: there is no difference in operation form In fact, the difference is that the former is voluntary and the latter is passive A hospital in Zhengzhou was forced to trust, and the scene of collective strike from the president, doctors to nurses was still vague The former is strategic, and the hospital has designed a good model when it is under construction; the latter is tactical and takes a compromise attitude under the situation Medical Observer: in general, what do you think is the difference between GPO market-oriented centralized procurement and government led centralized procurement? Zhang shanguo: the marketization of GPO needs the coincidence of many market elements, while the government led centralized procurement can reflect fairness, that is, the contradiction between the national strategy and the localized implementation Theoretically, if GPO and government led procurement can be combined, it is really excellent Medical Observer: although it has been called for many years, it is not until these years that purchasing consortia really has more practice So, what problems are reflected behind the gradual rise of this kind of group purchasing mode? Zhang shanguo: there are not only purchasing medical consortia, but also pharmacy purchasing consortia and terminal purchasing consortia in China The so-called rise of this mode still needs continuous observation In my opinion, this phenomenon mainly reflects three aspects: first, the suffering and greed of the hospital terminal With the increasing operation cost and competition of hospitals, hospitals are suffering from unbearable operation, especially those under the third grade A, but many hospitals that rely on characteristic operation are not too profitable, so they actively participate in this mode to seek for ways to maximize their profits; secondly, the control of pharmaceutical business is declining The cooperation between the hospital and the business is generally based on the relationship and money, especially the credit line of the business to the hospital However, the competition and the high cost of the business itself, especially the lack of financing channels, can not guarantee the large amount of credit demand on the basis of the large-scale operation of the hospital, so the cooperation between the business and the hospital has lost its foundation Thirdly, the pharmaceutical manufacturers and the business The game between industry and terminal is deteriorating Due to the increasing operation cost of pharmaceutical enterprises, they are unable to give more policy incentives and credit authorization to the business, which leads to the fact that the business does not purchase goods according to the designated channels, and the ability of terminal development and auxiliary distribution of pharmaceutical enterprises is not strong, so the terminal forces the business and the business forces the pharmaceutical enterprises In fact, pharmaceutical companies are also the victims of incomplete marketization of the overall pharmaceutical environment Medical Observer: there is no doubt that the use of joint procurement in centralized procurement can effectively increase the buyer's initiative How do you think the initiative of medical institutions in price will affect drug companies? Zhang shanguo: as the main force of the terminal, the hospital, apart from the direct cooperation between the business and the production enterprises, undoubtedly brings two main impacts to the pharmaceutical enterprises: (1) )Negotiation with pharmaceutical companies with scale seems to enhance the price game It has a foundation for both the operating cost of hospitals and the price preference for consumers, but not all hospitals in the country can follow this version For pharmaceutical companies seeking profit + scale, it is not normal, but forced; (2) )There must be a price difference in the normal way and in the purchase of medical consortia Once the hospital enjoying the preferential policy is used as the lever of the preferential price, the medical consortia can be completely ignored by the pharmaceutical enterprises compared with the medical consortia in the national hospitals For brand enterprises and second and third tier enterprises with obvious exclusive treatment effect, the former has a national network and a huge maintenance team, and the operation that takes into account the overall situation and focuses on preferential treatment will not affect the national market; the latter is in the market fighting stage, and is at the time when the fire is everywhere and smoke is everywhere, and milk is the mother However, in my opinion, the occurrence of these situations is the sadness of the Chinese pharmaceutical industry I don't think there is any problem with the four-tier structure of "production enterprise business terminal consumer" The problem is that the three elements of production enterprise, business and consumer are not driven by the needs of consumers, but dominated by the distribution of profits, that is, there is no marketization at all Medical Observer: Despite the controversy, the industry generally believes that it is inevitable for medical institutions to "buy" drugs in groups In this regard, which of the above explorations do you prefer, or are there other practices worth exploring? Zhang shanguo: objectively speaking, the GPO (Shanghai) model is better than the 16 + 1 bargaining purchase (Anhui) model in the two models, while the similar GPO rules in Beijing are especially like a kind of folk supplement to the wrong things done by the state The basis for the recognition of Shanghai is that the price approval and record are the first step for all products to enter Shanghai, which is convenient for centralized management and entry management Because Shanghai has both the history of price control and the precipitation of its own bidding, it is not only for GPO, but also for GPO There are more strategic thinking and feasibility verification for pharmacy trusteeship, more importantly, there is prudence in path selection and rationality in operation system; Anhui mode is to deal with the sequelae brought by centralized procurement, and it adopts a completely opposite and stressory tactical action, which lacks both corresponding control and link control of system promotion But in my view, both will face challenges The challenge of the Shanghai model comes from the fact that it is a regional market and cannot be copied to other places (the price control rules of Shanghai do not exist in other parts of the country); the challenge of the Anhui model lies in the fact that there is no long-term thinking Once encountering new problems and interest challenges, there will be new so-called models to disrupt the situation To sum up, the "group purchase" of medical institutions should be based on the objective and market-oriented basis, combining the pharmaceutical business, even the production enterprises, in-depth understanding of the market, considering the interests of interested parties, considering the three, and even considering consumers, to develop a three-way recognition, mutual understanding, and active participation model.
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