Xia Chun, general manager of Sanofi's China business and emerging business

On December 11, 1 pharmaceutical network, a leading enterprise of Internet medicine and health in China, held the "science and technology empowering and win-win cooperation - 2019 Second China Internet medicine and health summit and 1 pharmaceutical Network Partner Conference" in Shanghai At the conference, 1 pharmaceutical network comprehensively upgraded the t2b2c strategy, put forward for the first time to build an all-channel commercial platform, and launched the original research drug welfare plan for the C-end, comprehensively Help pharmaceutical companies cope with the post-4 + 7 era At the meeting, Xia Chun, general manager of Sanofi's China business and emerging business, participated in the round table dialogue Xia Chun put forward two points The first point is that the medical market is a policy led market, so we should trust the government and study policies in this market The second point is that there are peaks and troughs in any industry, and there are winners and losers in any industry That is to say, the environment and policies can not determine the success or failure of an enterprise, and the strategic decision-making and execution of an enterprise is the key The following is the real record of the round table dialogue (slightly deleted) (1 Liu Junling, co-founder, chairman and CEO of Yaowang) In case you don't know who is who, just now the host read these names Let me introduce them to you again On the left is Mr Xia Chun, general manager of Sanofi's China business and emerging business Next to Mr Xia is Ms Feng Yanhui, general manager of Weicai China Next to him is Mr Guo Anfeng, vice president of China's immune tumor Business Department of BMS On the left is generic medicine of Novartis Sanders Pharmaceutical Co., Ltd Mr Xin Huibo, head of business department Welcome to the stage again Let's use a short space to talk about your country's volume purchasing, and express your opinions on the overall policy, the industry and your company's respective impact Thank you, Mr Liu I think the impact on the industry is relatively large There are two views The first one is that the medical market is a policy oriented market, so we should trust the government and study policies in this market The second point is that there are peaks and troughs in any industry, and there are winners and losers in any industry That is to say, the environment and policies can not determine the success or failure of an enterprise, and the strategic decision-making and execution of an enterprise is the key I ask a technical question, according to my understanding, what is the future system of volume purchasing? In fact, you won the bid You only have 8 provinces, only these 8 provinces can enter The remaining 20 or more cannot enter What can you do? You just give up these other markets? Or for example, we have a direct 2C medicine network and a broad market coverage Do you think these things are valuable to you? How to do it in 17 provinces is really related to corporate strategy If we push the time forward for ten years, let's say it's 2029, when China's pharmaceutical industry is likely to be highly similar to the developed market Some enterprises focus on innovative products, focusing on 5-10 new drugs to be launched every year, so they still need to do medical education; some enterprises will focus on high-quality generic drugs, with hundreds of SKUs, taking volume and cost as the entry and occupation Market means, these two are totally different But most of all, what should we do today to make us happy by 2029 In our original drug research plan, let each pharmaceutical company decide how to do dot, what is the treatment course of a month, what is the treatment course of half a year and one year, we want to serve the patients for a long time, and he will evolve into other diseases in the future, so we will have the opportunity to serve the patients You think we have compliance management and online management, Does he have any other modules that need to be added In the whole experience of the patient's medical treatment, the medicine is relatively simple, especially when he is told by the doctor that the medicine is effective for him, and he believes in the doctor The most complicated thing in the patient's treatment process is that when his condition and mood change, whether the drug has any effect or not, even if the drug is effective, he will need support and interaction In such interaction, it is far more than the drug itself, so I especially like how to provide support from the perspective of the patient In addition, for the original drug research plan, I think this is a phased topic When we talked about color TV refrigerators 20 years ago, they were basically the world of imported brands When we talked about color TV refrigerators today? So the original research drug is a phased concept in the process of China's medical reform I'm not sure how long this phase is If we want to grasp the dividend of this concept, we should first be quick, second be broad, and third be hard Xia always makes sense Let's move on to the next topic After the implementation of this policy, our pharmaceutical companies agreed to do the original research, and President Xin said that generic drugs have more opportunities Our 1 pharmaceutical network has built an all-channel commercialized ecosystem for innovative drugs We aim to provide complementary value-added services for pharmaceutical enterprises For example, the access of hospitals in the early stage is really difficult when new drugs are put on the market Even if there are no more pharmaceutical representatives, they can't get access immediately But we can have a mature ecosystem to close the loop, so that the drug can be delivered to patients no matter where it is In addition, we can open up new channels What we didn't expect is that people in the 3-4 line cities see doctors in the 1-2 line cities, because the coverage ability of our pharmaceutical companies hasn't reached the level of doctors in the 3 line cities Is it not as good as doctors in second tier cities? Or doctors in first tier cities? I don't think so It's because of their environment, because no one educates them, and their quality doesn't make a big difference We are actually trying to do such a thing I want you to comment on whether we do this for your pharmaceutical companies, and if so, whether there are other business modules that we hope to add I think Mr Liu Junling and Mr Yu gangzong are very good at using the original research drug incentive plan to get rid of all the high-quality generic drugs, and then using another method to get rid of all the innovative drugs For innovative medicine, it is very important to improve doctors' mastery of new medical knowledge and innovative treatment methods At the same time, medicine is also very important for patients' accessibility I believe that everyone here will agree on this direction But why is the problem 1 drug network? Who are your competitors? Why are you better than others at this point? I think we can do more in-depth discussion in the future The direction is right, and at the same time, we should make clear our advantages If we only talk about the circulation and accessibility of drugs, the logistics coverage of the top three pharmaceutical distribution enterprises in China today is very considerable Therefore, we need to extract the advantages to serve the enterprises with products for in-depth cooperation.