Various forces of medical equipment circle Competition, domineering almost ready

Pharmaceutical Network January 18 hearing in 2017 China's medical device market capacity of 450 billion annual rate of 20% growth, there are now more than 15,000 medical device manufacturers and 40,000 medical device agents, operating 44 major categories, Hundreds of thousands of specifications of the product.

Some varieties have formed a regional concentration and industrialization pattern, such as Tonglu in Zhejiang Province, Touqiao Town in Yangzhou, Jiangsu Province, and Changheng in Henan Province.

Tonglu, Zhejiang Province has become the hub of the country's distribution center, the formal registration of more than 30 production-oriented companies, operating more than 90, of which the larger days of pine (formerly sophisticated), Kangji, Guangdian, Among them, May 3, 2012, Shenzhen Mindray announced the acquisition of Hangzhou Guangdian Medical Devices Co., Ltd.'s controlling stake.

Tonglu mirror enterprises in Zhejiang is to recruit relatives and friends and locals as the manager of the package to develop the national market, a large pack manager in the field more than 10 years hard work, the accumulation of funds in turn want to buy the case of the factory.

Xiaogan, Hubei Province, is the national pathology equipment manufacturing concentrated, Xiaogan Matt represented by nearly 30 companies, but also to adopt a large package manager system development market.

Xuzhou, Jiangsu medical equipment companies mainly in conventional, low-end medical equipment, microwave therapy apparatus, anorectal treatment apparatus, prostate treatment apparatus, dermatology, colposcopy, B-ultrasound, electric knife and other products, small-scale enterprise market, registration There are 53 registered medical device manufacturers and 434 medical device distributors.

Wuhan owns half of the market for medical laser equipment, and is the champion in the domestic market in some difficult, high-precision and advanced products. There are currently dozens of medical laser manufacturers.

One of the leading laser laser laser in China become the leading brand, as well as laborers laser, Wuhan Yage, Jin Wright, Wuhan Love Technology.

In June 2014, the first laser industry association with industrialization as the purpose in China was set up in Wuhan in June 2014. The "China Laser Industry Alliance" and supporting 5 billion yuan of laser industry fund formed a complete laser industry chain.

China's disposable medical supplies town '--- Yangzhou Touqiao: Tiaqiao existing manufacturing enterprises 96, operating 52 enterprises, nearly 200 kinds of products, the number of employees 6200, nearly 5,000 marketing staff.

However, only one company taxable sales of more than 100 million yuan, most of the others wandering between tens of millions or even millions of dollars, the total output value of 4.56 billion yuan in 2012. Head Bridge products are mainly concentrated in the lower end of the industry chain once Sexual medical supplies, the products are mainly anesthesia package, puncture bag, analgesic pumps, infusion sets and other disposable supplies.In June 2012, Yangpu formally acquired 50% shares of Kangli Lai medical supplies enterprises.

Changyuan Weidai in the medical equipment industry has created 'Changyuan cut-off, the country out of stock' myth. Dingyuan County, Henan Province, Ding Luan town known as 'the hometown of health materials' is China's health materials (skim gauze, absorbent cotton , One-time non-woven fabrics, biomaterials, medical polymer materials, latex products, etc.). The coverage of medical devices and hygienic materials industry accounts for 80% of the national market and the product market share reaches 60%.

Is the country's largest distribution center for medical devices and health materials, including floating security, Yu, Camel, Huaxi and other enterprises represented, Camel Group has become China's first brand of anesthesia supplies.

JIANGSU, CHANGZHOU: September 30, 2012 Global medical device giant Medtronic officially announced the acquisition of Changzhou Kang Hui Holdings (China) Company transaction price of 816 million US dollars. January 17, 2013, Starck acquisition of the total cost of Trauson Holdings Is 5.9 billion Hong Kong dollars in China's orthopedic medical device industry ranked first, the second of all businesses are foreign-funded bag.

Changzhou, Jiangsu Province has formed the largest orthopedic production base in the country. Currently, it has gathered many orthopedic enterprises such as Medtronic, Stryker, Watson Medical, IAC, Eisman and many more, and also involved in in vitro diagnostic reagents, surgical tools, sanitary materials and rehabilitation Equipment represented by the five characteristics of the sub-industry group, the relevant health care industry manufacturing enterprises reached 400.

There are many large enterprises in Shandong and Shandong are unique geographical culture inseparable in the medical device industry in China, there are two large medical device company, one is Shandong Weigao Group, according to the author Wang Qiang learned that Shandong Weigao Group 2016 The annual sales income of 33.6 billion yuan, profit 3.45 billion yuan, there are currently 9 industry groups, more than 50 subsidiaries, the core subsidiaries to take direct sales model, in key cities have set up offices.

More than 50 existing series, more than 500 varieties, more than 80,000 specifications. In 2002 the Weigao Group and Medtronic set up a joint venture, in October 2017 Weigao company invested 850 million US dollars acquisition of the United States love lang company.

November 2, 2017 The Weili Hospital, the first Sino-foreign joint venture hospital in Weihai established jointly by Weigao Group and Thonburi Hospital Group in Thailand, is officially operating.

Another is Xinhua Medical: Xinhua Medical is a veteran military enterprise covering products such as infection control, radiotherapy and imaging, surgical instruments and orthopedics, operating room engineering and equipment, oral devices and consumables, in vitro diagnostic reagents and instruments, biomaterials and consumables, dialysis Equipment and consumables, medical environmental protection, pharmaceutical equipment and medical services. In 2002, it became an A-share listed company to land on the Shanghai Stock Exchange.

In 2016, Xinhua Medical's operating income reached 8.3 billion. In recent years, it has intensified its merger and acquisition efforts and successively acquired Changchun Boxun, Weishida, Yuanyue machines and Chengdu Yingde.

Shenzhen has two medical devices 'Whampoa Military Academy', Anke is the first high-tech enterprise and become the real 'Huangpu Military Academy' in Shenzhen medical device industry - Shenzhen has nearly 200 medical device chiefs from Anke or Anke has a lot of roots, which include Shenzhen Mindray, the leader in medical equipment in China, as well as companies such as RIBO, Shenzhen Lei Duo, Po Wright, Opened, An Jian, Shenzhen Micro Point and Shenzhen Ruifutai.

From Anke more and more people go away .Anto's Tao Du pure began to be called 'Whampoa Military Academy'. 'At first, my heart was uncomfortable, I feel ridiculed.' Tao Du Chun said, 'But then I have not care .I Go to a lot of medical equipment exhibition, see a lot of former old men and I think their existence more than in the Anke made more contribution.I used to blame myself, but also feel that young people are too selfish, very tangled and now feel that, Go out to break through.

Huada gene is the 'Whampoa Military Academy' in the field of genetics with a sales volume of 1.7 billion in 2016. For more than a decade, Gene was strayed away by many people. Among them, Berry & Com has a revenue of 920 million in 2016 and a net profit of 158 million yuan It is next only to Huada Gene in the field of noninvasive prenatal testing.

In 2015, Wang Jun, the former CEO of Huada Gene, founded Carbon Cloud Intelligence, founded by Li Ruiqiang, former president of Huada Technology, and Wuhai Zhiyuan, formerly founded by Luo Longhai, former vice president of Huada Technology. At present, The company has 17.

Many management groups, including Mr. Wang (Wang Jian), have maintained an open attitude. Many people are very generous when they leave. They also set up regular reunification of the 'Huada Military School.'

Fujian Putian Dongzhuang farmers: From the 80s of last century, Fujian Putian founder Chen Deliang by virtue of a recipe for the treatment of skin diseases travel all over the world, the development has now formed Zhan, Chen, Lin, Huang four big family, 59 medical groups , More than 10,000 private hospitals, with annual sales of 250 billion, drug And medical equipment purchases over 100 billion yuan a year, the annual diagnosis and treatment volume of about 500 million passengers, driving more than 200 million employees in the huge medical industry.

Every year New Year's Eve to the New Year's Day "Putian Xiuyu Medical Devices and Pharmaceutical Fair" attracted exhibitors from 28 provinces and cities nationwide, many of them Siemens, GE, Philips, Mindray, the opening of other brands exhibitors, Putian People engaged in the medical industry will use the Spring Festival to discuss the exhibition docking, there are various internal medical summit forum, Putian Dongzhuang medical professionals to take this opportunity to discuss the development.

China's first rural medical device --- Jiangxi Jin: Jinxian currently has more than 150 medical device manufacturers, more than 300 operating companies, with annual sales revenue of 100 million yuan production enterprises Hongda Group, Econazole Group.

Li Jinxian Jinxian large medical device market from the country more than 300 manufacturers, Li Du people invest and set up factories in the country have more than 4,000.

The main production and management of one-time use of infusion sets, syringes, needles; medical and health materials and dressings, disposable infusion sets, syringes account for about 31% of the country's market share. Jinxian County has formed a more than 60,000 people throughout National sales force, annual sales of 100 billion yuan.

Comments: Fujian Putian Department of Health Group has formed a group, scale, industrialization, 59 medical groups and their affiliated medical device manufacturers, Putian Medical Devices Network (responsible for the private hospital bidding agencies), Putian Xiuyu Medical Devices Pharmaceutical Products Exhibition Will, China's health industry development strategic alliances to Beijing and Beijing Sande as the representative of private hospitals in the hundreds of national medical equipment proxy Business, has formed a complete medical supply and marketing and hospital industry chain.

The author Wang Qiang from the contact Putian Department and Jiangxi Jin Yin Li Du people analysis, Jiangxi Jin Yin Li Du people still stay in making money living level, Li Du people loosely organized, although there are chambers of commerce throughout the country, but there is no real representative of the leader Li Du people outside to do medical instruments Agents earn money back to Lee crossing the factory, are in accordance with Jiangxi Hongda mode of operation, enterprise The size of the general small.

At present, China's medical equipment industry engaged in low-value supplies, disposable medical supplies the vast majority of township enterprises.

There are four kinds of background and previous experiences of leaders of Chinese medical device manufacturers: medical or technical experts, township entrepreneurs, agents and professional managers. These four different backgrounds and experiences create different development paths for enterprises and also determine Business growth and business size.

The scale of a firm that is founded by a medical or technical expert is hard to broaden, because most experts are stubborn, selfish, narrow-minded, introverted and not good at communicating. The expert is usually a person Entrepreneurship , Do not understand marketing, facing the lack of funds, lack of talent, lack of network, lack of management, lack of resources that can introduce a good product bigger and stronger enterprises do not know, can not solve marketing problems, no matter how good the product, All just debt.

In the medical equipment industry in China engaged in low-value supplies, disposable medical supplies most of the township enterprises, these enterprises pursue imitation plagiarism, as the competition intensified at the expense of product quality under the premise of making the price lower and lower, while profits Space is getting lower and lower, satisfied with the rich and safe.

However, Wang Qiang believes that in the next two to three years, the industry policies such as two-vote system, increasing concentration and concentration, increasing battalion change, the Golden Tax Phase III and the Pilot Self-Inspection and other industrial policies are more and more stringent and the market is more and more standardized Under the premise of annual sales of less than 30 million in the medical equipment dealers and manufacturing enterprises will be eliminated, the future of the medical device industry will form a strong Hengqiang, the weak out of the situation.

Acting as the king's model will continue: In the high-tech fields such as Huawei, Lenovo and other companies are the first to do the agent started in the Chinese medical equipment industry is still the case, the current annual sales of billions of billion of the manufacturing enterprises before Transformed by agents, representative companies such as Shenzhen Mindray, Sichuan Mike, Kangda Medical, Nanjing Jusha and so on.

In the medical device industry, why more than 85% of enterprises do not do much, or even loss of closure, is the lack of resources, but also the lack of thorough understanding of the medical device industry, industry trends forecast, lack of foresight, the lack of business operations, marketing Strategic and marketing management level.

When Shenzhen Mindray and other companies are doing foreign brand agencies, they can accumulate various channels such as terminal hospitals, personnel, management, capital, technology and other resources in order to grow rapidly and grow bigger and stronger.

Long-term concern for the status quo and development of medical equipment industry friends can find such a phenomenon, the past 5 years the rapid growth of business executives from well-known medical device manufacturers at home and abroad, the typical representative of Shanghai Liangyu, the company venture The team mainly from multinational executives such as Siemens Medical, Suzhou Feynuo founder from GE.

The Art of War said: soldiers, the country's major event, the birthplace of survival, the road to survival, can not but also also.So by five things, the school to meter, and claim their affections: one said Road, second day, third day Land, Si Yue said, Wu Yue law. All these five will not hear the smell, know who wins, I do not know many.

The future hegemony of the medical device industry must come from those enterprises that use the "Tao, the Heaven, the Earth, the Law, and the Law of the People's Republic of China."

Authors: Wang Qiang: Well-known medical device marketing management expert in China, special lecturer at Peking University, founder of One Plus One Business School, IPTA International Certified Trainer, and 20 years of management experience in medical device marketing.