In the past three years, China's medical device industry has faced a major reshuffle, medical supplies continue to cut prices, hospitals are hosted in every province, and each province has a number of suppliers in compression. The hospital is now not only at the price reduction ratio, but also Reduce the consumable ratio, the hospital is paying for the disease according to the disease. More serious is the two-vote system of medical consumables, which will increase the concentration of commercial distribution. The third phase of the reform and the Golden Tax will result in more than 80% of small and medium-sized medical consumables and enterprises facing transformation or being directly eliminated. Under the influence of the brutal market environment and policies, where is the next outlet for medical devices? The answer is - after-sales service for medical devices.
Redesign, profit relocation
After 2005, based on the serious homogenization of products, the market competition was fierce, and the transaction price of products continued to fall. In order to change this situation, foreign well-known large-scale medical equipment manufacturers represented by GE, Siemens and Philips are keenly aware that due to the supply of core technologies and spare parts in the hands of manufacturers, manufacturers take the initiative in the maintenance of medical equipment after-sales maintenance. The maintenance costs reported by the manufacturers, the hospital has no way to bargain, because the spent 10 million to buy CT, MRI can not be idle. Therefore, the maintenance engineers of GE, Siemens and Philips are getting bigger and bigger. The author Wang Qiang believes that the hospital equipment department is subject to shortage of personnel, insufficient funds, insufficient preparation, low treatment and weak technical strength. It has been marginalized in the maintenance market of medical equipment. . It is precisely because of the above factors that the after-sales maintenance of well-known large-scale medical equipment manufacturers represented by GE, Siemens and Philips has become the main source of profit.
The status quo of China's medical device after-sales maintenance market
At present, the capacity of China's medical device after-sales maintenance market is 100 billion, 70% of the market share is occupied by manufacturers, especially large medical equipment, and the other 30% of the market share is occupied by the hospital equipment department and third-party medical equipment maintenance companies.
"Repurchase, light prevention, light maintenance" is a distinctive feature of China's medical device after-sales maintenance market. The hospital is troubled by problems such as complicated grade review work, insufficient manpower in the equipment department, and expensive maintenance of large equipment. At the same time, the safety inspection of medical equipment is not thorough. The device is running with disease and the effect is distorted, resulting in a 17% medical accident.
There are currently more than 20,000 hospitals in China. In most of the top three hospitals, the number of staff in the equipment department is generally around 10, ranging from computer and printer maintenance to 4D B-ultrasound, CT, linear accelerator, digital gastrointestinal machine. The faulty repair and the post-sales contact of complex instruments of the same price are all in the equipment section. Calculated by a hospital with an equipment asset of about 500 million yuan, the average equipment managed by each equipment department has exceeded 50 million yuan and the number of equipment exceeds 1,000.
Insufficient manpower, limited funds, weak technology, time and benefits (fixing the same fault, professional company's accessories and tools are all available, only three days, and the hospital equipment department from procurement parts to tool customization, etc., at least one month) In the case of the hospital, 80% of the money can only be invested in 20% of the high-end, large medical equipment maintenance, while the remaining 80% of the medical equipment is basically not maintained and maintained, in an unattended state. “Especially in small and medium-sized hospitals, if medical equipment is not maintained for a long time, it will increase the risk of surgery for patients, which will lead to 17% of medical accidents. This is why the Food and Drug Administration will implement Order No. 18 on February 1, 2017. s reason.
In the 1970s, many European and American countries began to manage the after-sales service of medical equipment in various ways and in multiple channels. 50% of hospitals in the United States were delivered to third-party medical device repair service companies for overall custody. The direct benefit of this measure for the hospital is that the management efficiency is significantly improved, the service life of medical equipment is extended, and the efficiency is also improved. Hospitals can “lightly go into battle†and focus on the medical profession without having to be “distracted†for these trivial things. A large number of medical equipment maintenance professionals provide professional services in hospitals. They perform maintenance, maintenance and testing on hospital machines every day to ensure that medical equipment works well.
At present, the hospital's medical equipment maintenance approach: First, the hospital equipment department to repair, and second, the original manufacturer of medical equipment to repair. The third is to be repaired by a third-party medical equipment maintenance organization. Third-party medical equipment maintenance organizations are divided into three categories, one is the agent that is itself a medical device and the manufacturer is authorized to repair, and the second is specialized in medical equipment maintenance.
The third category is the company that does the overall maintenance and custody services for hospital medical equipment. The author Wang Qiang believes that such companies are essentially the maintenance industry platform, integrating the upstream and downstream of the professional industry chain as an industrial platform, integrating hospitals, manufacturers, and third parties. Complete the integration of spare parts channels, open up the joints of the maintenance industry, and form a complex, closed-loop service model.
At present, the representative companies of third-party medical equipment maintenance organizations include Health Medicine, Shanghai Kedu, Shanghai Kunya, Shangneng Sangnik, and regional companies such as Anhui Medical Star Medical.
The medical equipment repair market is changing with the competitive landscape of the industry
In the past three years, there have been more than 10 domestic brands of large-scale equipment in CT and MRI, and emerging forces such as Suzhou Langrun and Shanghai Lian Ying have emerged. Together with established manufacturers such as Wandong and Neusoft, Kangda Medical has joined hands with Hitachi to form a strategic alliance. Together with CT and MRI, Kangda Medical has adopted a high-quality and low-cost strategy to make the MRI market price of 2.0 less than 5 million. The author Wang Qiang believes that GE, Siemens and Philips are gradually shrinking in the medical market, and their medical equipment maintenance market is also losing. In this case, domestic brands such as Suzhou Langrun and third-party medical equipment maintenance organizations are healthy. Li Healthcare has formed a strategic alliance to open up markets together. The "Order No. 18", which was implemented by the State Food and Drug Administration on February 1, 2016, has ushered in a good opportunity for the development of third-party medical device maintenance organizations.
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