Jointown Co., Ltd. cooperates with a company under Gerry Pharmaceuticals

The adaptability of channels and products is the key that innovative pharmaceutical companies need to consider when choosing partners

01 Responsible for promoting new drugs for liver disease

On September 25th, Jointown signed a cooperation agreement with Gele Biotech (Hangzhou) Co.

According to the agreement, starting from October 1st, Jointown will be responsible for the two original innovative anti-hepatitis C innovative drugs Xinlilai (Lavidavir hydrochloride tablets) and Ganovo (Danoprevir sodium tablets) in charge of Gale.

It is reported that Ganovo and Xinlilai are all oral anti-hepatitis C class 1 new drugs originally developed by Gale, and both have been approved by the State Drug Administration for marketing

Jointown, as a leading enterprise in China's pharmaceutical business field, is vigorously developing CSO business and establishing a market promotion system for online and offline prescription drugs and OTC products

According to the official website of Jointown, Jointown has completed the construction and operation of 31 large-scale provincial-level pharmaceutical logistics centers and 110 prefecture-level small and medium-sized pharmaceutical logistics centers.

According to the announcement, through this cooperation, Ganovo and Xinlilai can rely on Jointown's own GSP warehousing and logistics system covering the whole country and related digital logistics operation systems to quickly reach the primary medical market

02 Industry + commerce, holding hands again

Public information shows that Golly is an innovative R&D-driven biotechnology company listed on the Hong Kong Stock Exchange.

Zhao Heng, the founder of Latitude Health, a medical strategy consulting company, told Cyberland that when a product goes on the market, whether an enterprise chooses to self-operate or outsource to a third party is mainly based on its own scale and capabilities

For innovative pharmaceutical companies in the development stage, since the promotion of innovative drugs is mainly dependent on hospital resources, especially the academic promotion of doctors, only large pharmaceutical companies have a strong layout at this point, so small and medium pharmaceutical companies rely more on Cooperate with third parties

When a company chooses a partner, it mainly depends on the promotion ability of the other party.

It is understood that at present, the total number of drug products sold by Jointown is 1,340 kinds, and there are 9 kinds of drugs that have sold more than 100 million in 2020, including one that has sold 1 billion a year

In addition to Jointown, other major pharmaceutical companies also have a lot of related cooperation

At the beginning of this year, Shanghai Pharmaceutical Holdings and Sumitomo Pharmaceutical signed a strategic cooperation agreement.

In the cooperation, Shanghai Pharmaceuticals will further expand the breadth and depth of the new retail sales model of prescription drugs relying on the supply chain network throughout the country

The formal agreement of this cooperation is based on the previous good marketing results

According to the data, the cooperation between Shanghai Pharmaceuticals Holdings and Sumitomo Pharmaceuticals began on April 1, 2020.

03 Channel is the key

In addition to cooperating with major pharmaceutical companies, we can also see the cooperation between many innovative drug companies and large pharmaceutical companies
.

On August 26, Hengrui and Dalian Wanchun Bulin signed a strategic cooperation agreement.
Dalian Wanchun granted Hengrui the joint development rights and exclusive commercialization rights of the GEF-H1 activator punabulin in Greater China
.
After receiving the sales payment, Wanchun Bulin will pay Hengrui Pharmaceuticals commercialization expenses based on the quarterly net sales data.
The specific commercialization expenses shall be separately agreed by both parties
.

Zhao Heng told Cyberland that in general, companies choose to cooperate with distributors.
However, medical institutions are highly regionalized and decentralized.
No company can monopolize the market, and other third parties have their own advantages.

.

Specifically, there is no difference in the essence of cooperating with a major pharmaceutical company or a large pharmaceutical company.
The essence of using the other’s sales network to promote products is the same.
The fundamental difference is that the partners have different penetration capabilities in different channels, and each has its own strong hospital.
Channels, depending on which channel the product is suitable for launching, we can find any partners.
For large pharmaceutical companies, a mature sales team is its advantage
.

Hengrui Medicine's 2021 semi-annual report shows that Hengrui has established a professional academic team in the fields of anti-tumor drugs, surgical anesthetics, contrast agents, special infusions, cardiovascular and other fields.
The sales network covers the whole country and has formed a covered sales business.
Department management, strategic development, sales operation management, human resources and central medical affairs professional, standardized, orderly and complete sales system
.

It is worth noting that with the continuous advancement of medical insurance reform, mass procurement and normalization will undoubtedly be the focus of the next few years.
In addition, innovative drugs are currently difficult to enter hospitals due to various reasons.
Therefore, DTP pharmacies and other out-of-hospitals Channels are the channels occupied for the first time after the launch of innovative drugs
.

In this context, both pharmaceutical companies and major pharmaceutical companies are constantly adjusting their channels
.

Hengrui's semi-annual report stated that it will gradually promote the split sales reform with innovative products, large-scale and professional promotion of core products, and at the same time integrate strategic resources horizontally to promote the coordinated development of various business units
.

The four major pharmacies unanimously improved their own DTP pharmacy channels
.
China Resources Pharmaceutical's 2021 semi-annual report stated that it will strengthen professional capacity building in store operation and management and insist on building high-quality pharmacies
.

In general, there are many factors influencing product promotion in the pharmaceutical industry, and they are greatly affected by policies
.
Even large and experienced pharmaceutical companies need to constantly adjust to changes in the environment
.
For companies that are still in the development stage, if they want their products to achieve good market effects, they must keep their eyes open and choose the right channel
.