之四某咨詢拜耳醫(yī)藥中國(guó)東部渠道戰(zhàn)略規(guī)劃(編輯修改稿)
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【文章內(nèi)容簡(jiǎn)介】 ? 180 km northwest of Shanghai ? MM ? Rmb ? 340 ? 314 8 associated with PLA ? 2030 ? 300 ? 33/million ? 170 ? 156 4 associated with PLA ? 14 ? N/A ? 61/million ? 32 ? 31 ? 1 (Women’s Health) ? 16 health clinics ? 40/million Source: China Statistics Year Book (1998)。 Bain Interviews The first phase of the distribution project has focused on three largersized Eastern China cities. 13 July 27 EastChina bc HKG Shanghai: Hospital Environment (General Hospital) China Distribution Strategy Source: Bain Interviews 9 Hospitals associated with General Medical Colleges 3 Hospitals associated with PLA Medical College ~20 Central District Hospital 5 Hospitals associated with PLA Large Accounts (94) ~8 TCM Hospital ~44 Other Hospitals ~17 Hospitals associated with Industrial Sectors (steel, weaving) Small Accounts (200) Shanghai has over 300 hospitals. 5 Others (two associated with Railway) 3 Hospitals associated with TCM Medical College Key Accounts (20) 200 Community Hospital Health/Enterprise Clinics (??) Number of Beds Avg. Daily Outpatient Avg. Annual Drug Sales (RMB MM) ~800 ~2,300 ~130 ~300 ~800 ~40 3080 100300 ~7 14 July 27 EastChina bc HKG Nanjing: Hospital Environment (General Hospital) China Distribution Strategy Nanjing has over 150 hospitals in three tiers. 3 hospitals associated with General Medical Colleges 1 TCM hospital Key Accounts (8) 20 District/county hospitals 3 hospitals associated with PLA Large Accounts (42) 8 hospitals associated with Industrial Sectors (steel, weaving) 1 hospital associated with city government 106 Community Hospital / Health/Enterprise Hospitals Small Accounts (106) Number of Beds Avg. Daily Outpatient Avg. Annual Drug Sales (RMB MM) ~760 ~2,000 ~80 ~285 ~620 ~11 50 100 ~1 3 TCM hospitals 7 other hospitals 3 others 1 hospital associated with PLA 15 July 27 EastChina bc HKG Changzhou: Hospital Environment China Distribution Strategy Note: *Excludes 500 clinics. Source: Bain Interviews People’s Hospital People’s Hospital Key Accounts (2): TCM Hospital People’s Hospital Large Accounts (6): People’s Hospital People’s Hospital People’s Hospital Red Cross Hospital Small Accounts: Clinics (500) Health Clinics (16) Small Hospitals (8) On the other hand, Changzhou city has many fewer specialized and general hospitals. 10001200 640800 No. of Staff No. of Beds 300500 200600 30200* 10200* 16 July 27 EastChina bc HKG S h a n g h a i N a n j i n g C h a n g z h o u1 0 .71 .80 .50 .02 .55 .07 .51 0 .01 2 .5D ru gS to re sH osp ita lDr ugS t or esH osp ita lD ru gS to re sH osp ita lS h an g h a i N a n ji n g C h a ng z h o u1 0204060801 0 0%Size Sales By Channel Total Drug Sales* (Rmb Bn PTC) Percent of Total Drug Sales* (Rmb Bn PTC) China Distribution Strategy Eastern China: Sales By Channel (1998) The three cities represent three different tiers of pharmaceutical sales. Hospitals still dominate the selling channel. Note: Including sales to specialized hospitals Source: Ministry of Health。 Statistical Yearbook。 URL, IMS, Bain Interviews。 Bain Analysis As a Percent of Shanghai: 17% 5% Drug Store Sales As a Percent of Total*: 9% 14% 16% 17 July 27 EastChina bc HKG S m a l lA c co u n t s( T i e r 1 )L a r g eA c co u n t s( T i e r 2 )K e y A c c o u n t s( T i e r 3 )N u m b e r o fG e n e r a l H o s p i t a l sT o ta l A n n u a l D r u gT h r o u g h p u t ( P T C )314 R m b 7 .8 B N0204060801 0 0 %S m a llA cc o u n t s(Tie r 1 )L a rg eA cc o u n t s(Tie r 2 )K ey A c c ount s(T i e r 3)N u m b e r ofGe n e ra l H o spita lsTo t a l An n u a l D ru gTh ro u g h p u t (P TC )156 R m b 1 . 2 B n020406080100%S m a llA ccou nts( Tie r 1 )L a rg eA ccou nts( Tie r 2 )K ey A c cou n ts( T ier 3)N u m b er o fG e n e r a l H o s p ita lsTota l A n n u al D ru gThr o u gh p u t ( P TC )32 R m b 4 50 M M0204060801 0 0%Percent of Total Hospital Drug Sales Source: Ministry of Health。 Statistical Yearbook。 IMS Hospital Pharmaceutical Audit。 Bain Interviews。 Bain Analysis Shanghai Nanjing Changzhou Percent of Total Hospital Drug Sales Percent of Total Hospital Drug Sales 200 94 20 48% 34% 18% 106 42 8 38% 53% 9% 24 6 2 140 90 220 China Distribution Strategy Eastern China: Accounts/Throughput by Hospital Type Only 2040% of the hospitals across these three cities account for over 65% of drug throughput. 18 July 27 EastChina bc HKG T ie r 3 T ie r 2 T ie r 180111050100150 Ti e r 3 Ti e r 2 Ti e r 18 0 1 4 0155 050100150 T i e r 3 T i e r 2 T i e r 1130407050100150Average Drug Sales/ Hospital (Rmb Bn) Shanghai Nanjing Changzhou China Distribution Strategy Eastern China: Average Throughput by Hospital Type While the number of Tier 3, 2, and 1 hospitals differs greatly across cities, the average drug throughput is roughly the same. 20 Number of Hospitals: 94 200 8 Number of Hospitals: 42 106 2 Number of Hospitals: 6 24 Source: Ministry of Health。 Shanghai Statistical Yearbook。 IMS Hospital Pharmaceutical Audit。 Bain Interviews。 Bain Analysis Average Drug Sales/ Hospital (Rmb Bn) Average Drug Sales/ Hospital (Rmb Bn) 19 July 27 EastChina bc HKG NonTCMT CMLonghua*HuadongNo.8PeopleYangpnHuangpnYichnanLintenHaining5 0 M M 1 0 0 M M 3 0 M M 5 0 M M 4 0 M M 1 0 M M
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