Six major changes of medical insurance drugstores: focus on collection, expand the scope, and grasp the bonus

Since 11 pilot cities such as Beijing, Tianjin, Shanghai and Chongqing started to carry out centralized drug purchase in 2018, the average price of 25 selected drugs has dropped by 52% According to public reports, by the end of August 2019, the purchase volume of 25 selected drugs "4 + 7" cities had reached 1.7 billion tablets In September, the state organized more than 20 provinces and regions to form an alliance to carry out cross regional alliance drug centralized and volume purchase, which means that the national "group purchase" was officially launched Previously, it was thought that the "4 + 7" volume purchase policy only aimed at hospitals was about to sweep across the country in a flash In this "expansion", the designated medical insurance retail pharmacies also participated, which was beyond the expectation of many people who thought that pharmacies could enjoy the dividend of medicine separation and prescription outflow In fact, as long as we combine the current medical reform process, it is not difficult to find that the "4 + 7" volume procurement is only the "tip of the iceberg" of the medical reform, and the "4 + 7" volume procurement expansion is a foregone conclusion So, what's good for drugstores? What are the impacts? How to deal with medical insurance pharmacy? There is no doubt that the benefits and challenges are the same After the expansion, the number of prescription drugs in drugstores will increase, which is a great benefit for enriching the categories of drugstores and patient drainage After the expansion, not only the drugstore will increase the sales of the winning varieties, but also the non winning varieties will actively contact the drugstore for sales The impact of volume purchase on hospitals is huge As a result of volume for price, a large number of out of standard products will be removed from hospitals, and the number of outflow varieties to pharmacies will increase accordingly The out of standard varieties will find pharmacies as a powerful terminal to make up for the loss in the first time In this way, the choice of drugstores and the right to choose will be greatly increased, which is conducive to the later category layout Although the drug price is significantly reduced, it will also reduce the impact of the higher price of drugstores than hospitals, and eliminate the misunderstanding of consumers, which is an inevitable part of the process of medical reform Therefore, retail pharmacies can adjust from the category, maybe not from the "4 + 7" winning products, but can take this opportunity to attract more customers of the original prescription drugs, increase the overall flow of pharmacies, so as to improve the overall turnover Of course, under the policy of medical insurance payment, the price of centralized purchase will drop significantly, and the overall sales of drugs will also drop accordingly As the ultimate goal of the national volume purchase is to reduce the payment standard of medical insurance, reduce the overall medical expenses, solve the problem of expensive medical treatment for the common people, and make the common people's happiness index and sense of gain stronger, so drug quality improvement and price reduction is the general trend, especially the medical insurance designated drug stores, and the two channels of hospital prices have gradually become a reality Therefore, it is inevitable that the growth trend of drugs in retail drugstores will slow down as a whole After the expansion, the price of centralized collection varieties in drugstores will drop significantly, which will have a certain impact on the overall sales of drugstores Six major changes to secure dividends The characteristics of prescription drugs are different from general OTC drugs, and the requirements for pharmacies and clerks will be higher The way of selling prescription drugs cannot simply copy OTC products We should continuously improve, optimize and improve the following six aspects, so as to undertake the dividend brought by the policy of "4 + 7" volume procurement expansion Otherwise, we may be eliminated in a new round of reshuffle 1 Pharmacy marketing technology The era of making profits based on the regional or monopolistic advantages of drugstores has passed Nowadays, drugstore marketing must be adjusted and optimized in terms of technology, and comprehensively innovated and improved in terms of drugstore layout, human efficiency, flat efficiency, gross profit margin, gross profit amount, display, price band and combined drug use 2 Specialization of pharmaceutical services Pharmacy service is the basic skill of drugstores Now most drugstores still lack of pharmacists in quantity and level Therefore, with the outflow of prescription drugs, pharmacies must carry out targeted training and improvement in drug affairs, in order to provide effective drug use services for patients 3 Accurate membership classification Membership is an effective way for drugstores to stabilize customer sources and increase customer stickiness However, at present, many drugstores only absorb new members and do not know how to manage them effectively With the outflow of prescription drugs, it is necessary to classify members according to age, purchase contribution rate, etc., and of course, more accurate classification can also be carried out according to diseases, such as chronic disease members can be separately classified and provide key services 4 Scientific management of chronic diseases The management of chronic diseases is different from that of general diseases, which requires long-term medication, so it is very important to provide long-term medication guidance Pharmacies should work hard on the scientific management of chronic diseases to form a closed loop, such as the establishment of rest areas, light diagnosis and treatment areas, rehabilitation areas, communication areas, etc., and at the same time, they can provide a series of value-added services such as health education services and registration services for chronic patients 5 Close industrial and commercial cooperation Although the drugstore is Party A, it is generally in a strong position, but there is generally no professional manufacturer in prescription drugs, especially chronic disease drugs In order to make a breakthrough in this aspect, we must work with the manufacturer to establish a chronic disease service mechanism, establish patient files, establish return visits and other project cooperation, of course, we can also apply for more preferential marketing policies from the manufacturer 6 Cooperate with manufacturers and hospitals to build a platform for the transfer of prescription drugs The prescription circulation platform is a project that is gradually advocated and developed by the state in the future Although there is a lack of unified construction at present, it is generally built by pharmaceutical enterprises alone, with regional characteristics, but this platform can lay a good foundation for the future prescription circulation Drugstores should actively cooperate with hospitals and manufacturers, coordinate, build and jointly establish an effective mechanism for the transfer of prescription drugs, so as to seize the opportunity for retail drugstores to successfully undertake the outflow of prescriptions in terms of software layout epilogue The trend of "4 + 7" collection and expansion has a huge impact on pharmacies, and it can be predicted that designated medical insurance pharmacies should seriously analyze and take a positive attitude, cooperate effectively with production enterprises and hospitals, minimize the adverse effects, gradually increase the dividend brought by this expansion, and combine with the medical reform policies and processes, and layout as soon as possible, so as to make prescription drugs after the expansion Take the lead in sales.