Shuffling is inevitable! Drugstores should stick to "two unchangeable"

In August this year, the state health insurance bureau held the "4 + 7 centralized purchase and expansion enterprise Symposium" and issued the "notice on the work arrangement of the national organization of drug centralized purchase and use pilot to expand the regional scope" It is required that except for the "4 + 7" original pilot cities and Fujian and Hebei, which confirmed that the province followed up with the volume of purchase, other provinces need to summarize the relevant drugs such as local public medical institutions 201 The actual procurement data of 7 years and 2018 officially expanded the volume procurement to the whole country From "4 + 7" local pilot to centralized purchase and expansion, if we vigorously promote it to all provinces and cities, all public hospitals and even private hospitals, covering all medical insurance drugs with high volume, its power will not be inferior to the implementation of GSP certification of drugstores in 2002 in China This new policy will deeply change the ecology of China's drug retail industry Specifically, it is mainly reflected in the following points: First, accelerate the change of the business model and development mode of Chinese drugstores In terms of operation, it has changed from the type of price difference between purchase and sale to the type of value-added professional services In the over competitive market, only the value-added service can get the value-added profit The specialization of drugstores is not only the foundation of standing up, but also the basis of dealing with the centralized purchase and expansion Second, it significantly changes the profitability of drugstores, and the continuous decline of gross profit rate is inevitable, and finally turns into a small profit It is easy to find that the sales gross profit rate of the four listed pharmacies in the first half of 2019 is generally under pressure, of which, the sales gross profit rate of Yifeng pharmacy is 38.79%, down 3.03%; that of ordinary people is 1.74% to 34%; that of Yifeng pharmacy is 1.49% to 39%, and that of daxianlin, the highest gross profit rate, is only 40%, down 1.67% After the expansion of centralized purchase, drugstores either follow the medical institutions to significantly reduce the price of prescription drugs, or compress or withdraw from the operation of centralized purchase of prescription drugs, the result is to further compress the profit space Third, change the expansion mode and speed of chain drugstores in depth In the first three quarters of this year, there were 458 net increase stores in Yixintang, including 247 net increase in the first quarter, 124 net increase in the second quarter and only 87 net increase in the third quarter, showing obvious signs of slowing down As for the reasons for the slowdown, chairman Yixintang said: "there are too many uncertainties in the industry now Once there are adverse policies, they may cause huge losses In addition, the pharmaceutical retail industry is another industry with a very low gross profit rate, so we dare not lose any of them now." Like Yixintang, more drugstores choose the steady but no longer radical expansion strategy Fourth, gradually change the business ecology of drugstore circle in China As a service-oriented enterprise, the pressure capacity of drugstores is relatively limited, and the right to speak is more in the hands of the upstream Changing from a single retail mode to a whole industrial chain mode is conducive to improving the core competitiveness of drugstores Fifth, the shuffling of drugstores is inevitable Obviously, under the pressure of centralized purchase and capacity expansion, the stronger drugstore giants have stronger competitiveness On the one hand, these drugstore giants can "not be bright in the East but bright in the west", take medical insurance drugs as a means of diversion and promotion, and maintain operation through other drugs, medical equipment, health care products, etc on the other hand, some drugstore giants have the opportunity to negotiate with and carry out negotiations with the drug companies included in the centralized purchase Cooperation is expected to take the free ride of centralized mining In the process of shuffling, resources will be concentrated on the advantageous enterprises, and the industrial concentration will be improved - which is what regulators hope to see In the era of great changes, the industry environment is becoming increasingly clear, the policy is becoming more and more accurate, and medical insurance fee control will become the main theme of supervision for a long time to come The drugstore industry must adjust and change its mentality to adapt to the great changes in time If it is inevitable that "all medical insurance drugs are included in the provincial bidding, and a large amount of medical insurance drugs are included in the centralized procurement", and pharmacies cannot abandon the fixed-point qualification, then for pharmacies, it may be the best response measures to study policies, formulate countermeasures, optimize the positioning, and accelerate the transformation and upgrading of pharmacy operation First of all, we should adhere to the "two unchangeable": strive to improve the level of professional service, and strive to improve the ability to meet customer needs It is the basis of competition between drugstores and medical institutions to truly focus on customers and provide considerate services for customers Through the special measures of drugstores such as enthusiastic service, medication guidance, health education, index detection, follow-up visit, free drug search, etc., we actively cultivate loyal customers, steadily develop repeat customers, and then attract new customers DTP pharmacy is a new retail mode with high professional service It can obtain more medical insurance support in policy, and be more professional when undertaking the outflow of prescription The pharmacies with conditions may actively strive for it All in all, we should not only scientifically position and subdivide the market, but also highlight the characteristics and create brand effect Secondly, efforts should be made to innovate new business models that meet customer requirements and meet the progress of the times The continuous supply of drugs for chronic diseases, difficult diseases and other diseases has always been a problem, and it is also a potential high profit variety of drugstores Drugstores should actively strive for the fixed point of chronic diseases, strengthen cooperation with medical institutions, doctors and experts, and achieve complementarity with medical institutions Drugstores should also actively test new retail, including scene retail, free trial retail and so on Third, actively strive for the same medical insurance resources as public hospitals From the perspective of Jiangsu, Zhejiang and other provinces, this is not difficult to achieve The key lies in that the price of medical insurance drugs included in the centralized purchase or provincial bidding will also be strictly regulated, usually based on the medical insurance payment standard of public hospitals, with appropriate plus and limited plus For this reason, pharmacies should adjust or change their business strategies accordingly More medical insurance drugs will be used as promotional products and drainage products.