Drug Net News, May 14: On May 12, the "Interim Measures for the Administration of Basic Medical Insurance Medications (Draft for Solicitation of Comments)" issued by the National Medical Insurance Administration is closed for comments. The draft for comments pointed out that the national medical security administrative department has established and improved the dynamic adjustment mechanism of the "Basic Medical Insurance Drug List", which in principle is adjusted once a year. Not long ago, Shanghai Sunshine Pharmaceutical Purchasing Network published a list of 20 drugs with bargained prices higher than the lowest prices in five provinces and cities and 10 lists of drugs with no price information from other provinces and cities in the "National Drug Supply Security Comprehensive Management Information Platform", and clearly defined if Manufacturers who cannot prove the reasonableness of their prices will suspend their qualifications for network connection.

　　At present, Beijing, Tianjin, Shandong, Sichuan, and Hunan have announced the list of drugs that have been transferred from the medical insurance catalog. Hebei, Jiangxi, Anhui and other provinces will also be transferred out in different proportions (40%, 40%, 20%) in 3 years, and the drugs that are transferred out of the medical insurance list must be paid by the individual.

　　The key monitoring products are restricted by medical insurance reimbursement, DRGs disease grouping and hospital management, etc., and in-hospital sales can be described as declining. In addition, the national and provincial procurements have blocked products that have not won the bid from public expense reimbursement. In addition, products that have not been included in the medical insurance catalog. The addition of the three is not a small proportion. The worst outcome of the key monitoring varieties is to bring up the medical insurance catalog. Not entering the medical insurance catalog is certainly a great disadvantage, but it does not mean that there is no hope. Unless they are willing to withdraw from the market, relevant companies must not only have the determination to survive and survive, but also have practical methods and strategies.

　　1, confirm the efficacy of the product

　　First, analyze the product calmly and objectively. One situation is that national procurement and provincial procurement of unsuccessful varieties must seek opportunities in the non-bidding market.

　　The second situation is that the best-selling products in the past have now become the key monitored products and may be transferred out of the medical insurance catalog. These varieties may have ordinary clinical performance, no medical support, or may have good curative effects, but they are burdened by improper marketing and overdose. . The former is a dead end, and there is no value for further investment. It is enough to maintain market inertia normally; the latter must be pragmatically promoted and used to treat diseases objectively and impartially, win the trust of doctors and patients, and strive to stay in medical insurance. Directory. Even if they are transferred out, they can survive by "true talents and real learning". If time permits, further research on the safety and effectiveness of the product can be carried out to determine the curative effect into the clinical path, and lay an academic foundation for being able to enter the medical insurance catalog again.

　　2, market segmentation

　　One is to block high-end products in the market for runners, such as focusing on DTP pharmacies. As we all know, DTP pharmacies are the main market for prescription outflows. Since they cannot enter the hospital, they might as well "surround the city from the countryside." Cast nets widely outside the hospital to intercept similar drugs terminally. The second is to go low-end and broad channels. After the products are withdrawn from high-end hospitals, they can develop into low-end third terminals and broad out-of-hospital markets, such as clinics, pharmacies, and private hospitals. Sales in these markets are good and have been stable.

　　3. Market resources continue

　　If a product has no value in the future, it cannot be thrown away. Although this product has been eliminated, the resources of hospitals, doctors, and experts who promoted these products will not disappear. Enterprises should find similar drugs to replace this drug as soon as possible, in order to seek sustainable development from the original superior resources. Based on this understanding, if the company does not have ready-made products, it should immediately start to develop new products of the same kind, or even buy products in order to rush for time.

　　4. Develop online market

　　With the loosening of online drug policies, the online market will usher in a big explosion. The Internet is widespread and decentralized, providing a broad invisible market for such drugs. As the hospital market is blocked, pharmaceutical companies can reconsider the layout of online sales. At present, the national policy has made it clear that the online market will be gradually liberalized. Prepared companies can plan ahead and use this wave to promote products across the country and even the world.

　　5. Focus on the global market

　　Each country has different national conditions. Certain drugs are restricted at home and may be popular abroad. For western developed countries, low-price strategies for innovative drugs can be used to fight for opportunities, and even product development centers can be established overseas; for developing countries, generic drugs can be exported. Companies that have advantages in APIs can use APIs to expand into the preparation market, and consider establishing factories in countries with low labor costs. It is possible to "flower the fragrance inside the wall".

　　6. Self-paid medicines go out-patient prescription

　　Make two-handed preparations: on the one hand, take advantage of the opportunity of dynamic adjustment of the medical insurance catalog to do enough work to get drugs into the medical insurance catalog; on the other hand, be prepared to fail to enter the catalog. Not to mention the out-of-hospital market, even hospitals are not without opportunities. A careful analysis of the hospital’s medication structure reveals that the so-called restricted sales of self-funded drugs in hospitals are mainly reflected in inpatient medications, because inpatients can enjoy medical insurance reimbursement, and most outpatient clinics do not enjoy reimbursement. Therefore, outpatient prescriptions have the opportunity to sell self-paid drugs. Uncontrolled fees for self-funded drugs and national centralized procurement restrictions have room for sales. From this perspective, the removal of drugs from the medical insurance catalog is not all a bad thing.

　　7. Buy time for transformation

　　Living in the moment. After all, there is still a three-year window period. To seize this short opportunity, do your best to market and sell well before being transferred out of the medical insurance catalog, and you can earn a year or a year. Of course, the prerequisite is that you can't sit and wait for death. "Stay around" is to buy time for transformation. If the above tactics are exhausted and there is still no hope, then decisively throw away the fantasy and change your mind. If the East is not bright and the West is bright, jumping out of this field may be a new world, such as the development of combination medicine, Chinese patent medicine, health care medicine, medical equipment, and even cross-border. Wait.

　　In short, in the face of unfavorable factors, companies must not stick to the rules and must have new thinking. From this perspective, the crisis is also an opportunity for Chinese pharmaceutical companies. It depends on whether you can find it? Can you catch it?