The list of essential drugs, for 2024, is a topic worthy of separate communication. It is not about how important the basic drug is, but more about understanding how complicated the battle between the market and the policy is through some things about the basic drug.
1 base medicine, not as beautiful as it looks
Let's start with a set of data from the official:
In 2022, the amount of Chinese and Western medicine used in the national sample hospitals of "National Essential Drugs" accounted for 25% of the total amount of Chinese and Western medicines4%，A year-on-year decrease of 09 percentage points。(Comment: The overall decline of 685 is related to the entry of a large number of basic drugs into the national and local procurement, and of course, it is also related to the structure of the variety and the market environment).
For Western medicines, the amount of drugs used accounts for 24 of the total amount of Western medicines0%，A year-on-year decrease of 14 percentage points; The average annual compound growth rate is -16%。Non-basic drugs are 32 times. ** 6. Lower than secondary hospitals, drug share is 63 percentage points, with an average annual compound growth rate of 04 percentage points; (Comment: Western medicine is declining very rapidly, the author has sorted out according to the generic name of the drug, and in the current 685 basic drug catalog, a total of 109 chemical drugs have entered the national procurement of more than 100 million varieties of public hospitals in 2022, which can be seen in the following table.) According to the statistical analysis of drug approvals, among the 685 basic drugs, among the varieties with a sales scale of 100 million similar to those of public hospitals, a total of 443 varieties have entered the national procurement, of which 80 are 1-300 million, 67 are 3-500 million, 135 are 5-1 billion, and 161 are more than 1 billion. The average decline of national procurement is 50%, and it is normal for the market scale to shrink. ）
685 basic drugs have entered the national procurement of more than 100 million varieties (generic name).
Data**: National Health Insurance Administration, Zhicai, Yaodu, and other data.
Chinese patent medicines,The amount of medication accounted for 35 of the total amount of Chinese patent medicines2%, up 2 percent year-on-year2 percentage points; The average annual compound growth rate is 132%。Non-basic drugs are 18 times. ** 6. Lower than secondary hospitals, drug share is 66 percentage points, with an average annual compound growth rate of 05 percentage points. (Comment: Compared with chemical drugs, the sales of Chinese patent medicine are relatively positive, and the compound growth rate can also be, but it is an indisputable fact that Chinese patent medicine is cold in the first placeRecently, the actual sales data of a leading tertiary hospital in a certain province shows how cold the sales of basic Chinese patent medicines are in hospitals. According to the regulations of the top 300 drugs sold by this tertiary hospital, only 1 of the top 10 drugs sold is a basic drug. There are only 2 drugs in the top 30, 8 in the top 50, and 51 in the top 300.
When I opened the structure of these 51 basic drugs, there were 40 chemical drugs, and Chinese patent medicines were even more pitiful, with only 11. In this tertiary hospital, blood management agents (internal medicine) occupy the largest share, with 4 varieties, followed by heat clearing agents and tonics, each with two, and only one other drug field. What is somewhat surprising is that among the top 300 products sold in this hospital, there are 46 self-financed drugs. ）
2 The new version of the basic drug, the icing on the cake on the background of non-rigid needs
In the past 2023, many pharmaceutical business companies have had a hard time. The continuous standardization and supervision of functional departments such as medical insurance, health care, industry and information technology, drug administration, industry and commerce, etc., has eliminated a lot of chaos, especially in the process of national and local volume procurement, most of which have been completed by market access and procurement and sales in the past. Last year, many provinces issued relevant documents on the integration of centralized procurement varieties into the grassroots, which means that the completion of drug procurement transactions in a period of time is not the end, so that the comprehensive coverage of centralized procurement varieties has become a new starting point, and from the other side, it also marks the beginning of cost compression, reduction and control of pharmaceutical companies in a new period of time, strengthening the value of products and diluting the sales function.
In this context, the impact and impact of this adjustment on the 685 variety will be much weaker than the impact of 685 on the 520 base drug, which has been expected by everyone for more than three years. At the level of the overall pattern, the current general hospital configuration of drugs can basically meet more than ninety percent of patients, why do the tertiary hospitals in many provinces delay holding pharmaceutical meetings, including some 685 basic drugs can not enter the hospital as desired? On the one hand, it is due to hospital policy, and on the other hand, the medicine is enough. In the hospital drug structure, centralized procurement (national procurement + local procurement) + national talk + 685 configured before 2020 can basically meet clinical needs. This basically means that the new catalogue is just icing on the cake, playing a certain role in improving and repairing, rather than a charcoal in the snow, and it will not work without this variety.
Although the basic drug is the national drug access catalog, but in all provinces in the country, some provinces have always attached more importance to the basic drug, some provinces are not actually interested in the basic drug, some provinces in the north are fine, into the south, whether the basic drug or not, it is often difficult to solve the key problem. Imagine, if the national basic drug is really expanded to 900+, even if the basic drug is entered, it is natural for the purity of the basic drug to be diluted. If you don't prepare yourself, expect a catalog to solve the problem of quantity for you, such an idea, I am afraid that there are still some markets before 2018, and after 2018, it is basically a fantasy. Therefore, sales can not always rely on the catalog, the cost of the three axes, into the directory on the recruitment, to give the cost to work, and then the sales and then lie down to win to complete the task, a little time symbolic and then participate in some academic meetings, pretending, coaxing the boss, get some expenses. Let's ask, what is the meaning of such a sales team?!
3. Under the new situation, how should enterprises respond to the post-basic drug era?
How to understand the landing and execution of a directory can often see what kind of market operation model this sales team has. The sales team of some enterprises often does the work in the front, and while coordinating resources to prepare for entering the basic drug, they will also consider the coping methods after not entering the basic drug in multiple dimensions. Some enterprise sales teams, a picture of a dead pig is not afraid of boiling water, everything is pushed to the catalog, sales can not be completed is not into the basic drug catalog, counting on the sales volume is also counting on the basic drug catalog. Never consider how to carry out various work in advance to prepare for the access of basic drugs in combination with the characteristics of the product. Even if you take the basic medicine, will you be able to increase the amount quickly?!
Under the new situation, the drug sales team pays more attention to pertinence, especially in the face of the three types of customers: prescription, circulation and access, and requires the sales team to have a kind of thinking and adjustment and transformation ability that changes with the times and the situation. It is said that if you don't change your brain, you will change people, but the times are changing, and the thinking of some salespeople has always remained the same: the product can be sold quickly and quickly, and the product attributes are more complex.
After the implementation of basic drugs, enterprises are still facing difficult challenges.
First, after all, the use end and the payment side of medical institutions belong to two systems, and how to reconcile the interests of them.
The second is about the implementation of the landing. In the relevant national policies, each province is required to complete the task of 500 catalogues in 2025, and in the new round of drug procurement in each province, in the process of formulating the procurement catalogue, the new version of the national basic drug catalogue will be included in the list of national basic drugs. Judging from the overall trend of bidding and procurement, when the basic drug catalogue is announced, it is the time when the local medical insurance bureaus start to purchase with volume.
The author will take the judgment of the pharmaceutical cloud point Canghe on the basic drug as the end of the article, and hope that everyone will think calmly, when the product is solid, the basic drug will only boost. When the variety is still a "half-hanger", entering the basic medicine will make time prove, how to write the four words "smiling and generous".
The base drug is not as important as you think. From non-basic drugs to basic drugs, the resistance to entering the hospital may become smaller, but it may not be able to reach the point of "every basic must be advanced", and the amount will not be as fast as you imagined. Policy adjustment is structural, and there is a long process that needs to be implemented and digested. If you still can't understand it, you can refer to the process of entering the hospital and increasing the amount of drugs in the country, is it so easy? ”
**: Imitation of Yaodu
Original: Dingkun PTZ