Source: Medical Network  Boss Team Finishing

       As the medical industry has gradually become a hot industry, medical devices have also developed rapidly. The following are some of the most potential fine molecular industries in the medical device industry:

1, family health management equipment: aging heat“Class appliances”market

In the past, young people went home to visit their elders during the holiday season. Most of them sent gifts, tea, etc. In recent years, health gifts such as home sphygmomanometers, massage instruments, and blood glucose meters have become more and more popular. Unknowingly, “family health management” is a relatively unfamiliar word that was mentioned more and more people a few years ago.

With the upgrading of consumption levels and the aging of China, people pay more and more attention to health management. Family health management has become an increasingly important area of the market. The medical device industry is undoubtedly the main participant in family health management. In recent years, the sales of household sphygmomanometers, blood glucose meters, and small massagers are very popular, and domestic products are increasingly accepted by people.In the field of medical devices, this is similar“consumer goods”The home appliance will undoubtedly become the most promising sub-sector in the future.

Family health management has become mainstream

The development of the family health management industry is gaining momentum. According to relevant research data, the domestic market for domestic medical devices reached 17.66 billion yuan in 2011, with an annual growth rate of more than 30%. In 2013, it is estimated to reach 29 billion yuan, and in 2015 it will reach 42 billion yuan. The rapid increase of market scale is due to the continuous growth of market demand: after China enters an aging society, the elderly population grows rapidly, and the demand for family medical devices also increases accordingly; China is a big country with diabetes and hypertension, but with developed countries. In contrast, the daily monitoring system for blood sugar and blood pressure in Chinese patients does not form a large-scale consumption habit.

China's current family medical equipment mainly includes four categories of home treatment equipment, household testing equipment, home health equipment, and home care rehabilitation equipment. Among them, the home treatment instrument includes a home cervical lumbar vertebra traction device, a traction chair, a hearing aid, etc.; household testing instruments include a thermometer, a blood pressure meter, a blood glucose meter, etc.; home health care equipment includes an electric massage product series, an air purifier, a humidifier, etc.; Rehabilitation equipment includes functional beds, sleep instruments, oxygen generators, and the like.

Despite the rapid growth of home medical devices in China, there is still a large gap compared to foreign countries. According to the most typical blood glucose meter, according to the data, the number of patients with diabetes in China has surpassed India in the world in 2007. In 2012, the number of diabetes in China was 92.28 million, accounting for about a quarter of the world's diabetes. The rate is 9.42%. According to estimates, the prevalence of diabetes in China will further increase to 12.10% by 2030, with a population of 130 million and a compound annual growth rate of 1.91%.

However, compared with the large group of diabetic patients, the self-glycemia monitoring rate of diabetic patients in China is still very low, and the habits of blood glucose meters are far from being developed. At present, only about 10% of urban diabetes patients in China have their own blood glucose monitoring system, which is less than 3% in rural areas, which is far from the penetration rate of more than 90% in developed countries in Europe and America.

At the same time, the number of patients with hypertension in China is also increasing. Professor Liu Lisheng, president of the World Hypertension League, said at the media communication meeting that the number of hypertensive patients in China has exceeded 330 million, and one in every three adults has hypertension. Experts said that for high blood pressure to comprehensive management from the three aspects of "know, action and compliance", it is recommended that people over the age of 35 should measure blood pressure. Therefore, the demand for sphygmomanometers is also very large.

On the other hand, recent popular home health care products such as home massage instruments and air purifiers have gradually occupied the market.

class“Home appliance”Consumer goods attributes

Unlike large hospital medical devices, home medical devices not only have the characteristics of medical devices, but also produce consumer goods properties similar to household appliances. Everbright Securities analyst Jiang Weina said that the global home medical device market is estimated to exceed 20 billion US dollars. The US Fortune magazine predicts that the industry ranks first in the 21st century's most promising industries.

Compared with large medical equipment, home medical device technology has a lower threshold and a wide audience. With the growing popularity of health knowledge, home medical devices will gradually become household items. In addition, in terms of consumption habits, home medical devices and household appliances are also consumers' independent choices, and consumers have a large choice and are affected to some extent by advertisements, while high- and low-end products are also directly related to consumers' income levels; In terms of sales channels, the sales channels of household medical devices are mainly chain pharmacies. This requires channel construction to be directly matched with marketing, and the distribution cycle is long and expensive, which also constitutes an important barrier in the industry.

Therefore, the home medical equipment and household appliances industry have a high similarity, brand, product line cluster and sales channels are the core competitiveness of the company's development. The main difference between home medical devices and high-value consumables is the difference in life cycle caused by different product sales channels and different R&D drivers.

A brokerage analyst said, “I personally think that the technical barriers of this industry (home medical equipment) are relatively low, and the technology is relatively easy to achieve. It has consumer attributes, and most of the technology upgrades are not particularly large. General product upgrades are concentrated on customer experience, design, etc., so domestic companies are easy to seize the home medical device production market.

In addition, although imported medical device products are dominant, with the aging of the population and the aging of the population, the number of patients with chronic geriatric diseases such as diabetes and high blood pressure will continue to grow, and the demand for domestic home health care is growing. . At present, in the field of medical devices, blood glucose meters, blood pressure meters, and massage instruments are important positions for domestic enterprises. With the rapid development in recent years, in the case of the synchronization of utility and foreign products, domestic products have seized more and more markets with absolute price advantage.

Leverage capital to help grow rapidly

The market space is huge, and at the same time, it has the consumption attributes of household appliances, coupled with technical barriers that are not high. By vigorously developing the policy background of the health industry, home health medical devices will inevitably experience a period of crazy expansion.

As the industry as a whole is relatively new, most of the A-share medical device companies have been listed since 2008. At present, there are five listed companies involved in home health management medical devices, namely Yuyue Medical, Jiu'an Medical, and Lidman. , Sannuo and Mengfali.

Among them, Sannuo Bio and Lidman are mainly blood glucose meters. As the most important import substitute for the domestic market of blood glucose meters, Sannuo Biosystems has implemented “selling the test strip sales” in recent years, and has reduced the price of blood glucose meter instruments, preempting the market and forming a stable customer base. After several years of rapid growth in performance, it has become a rare bull stock in the market.

Jiu'an Medical is involved in blood glucose meters and electronic blood pressure monitors, but its focus is more on the wearable field related to iHealth wearable health smart watches. Wearables is also one of the home health management industries. It has been popular all over the world since last year, and the entire industry chain has been greatly heated by the market. All major manufacturers regard wearable products as the top priority of the year-round layout. Samsung, Sony, Qualcomm and other major manufacturers have successively released products such as smart watches and smart bracelets. Ji'an Medical ihealth product series is increasingly diverse, covering blood pressure, blood sugar, weight, fetal heart and many other signs, and may be involved in respiratory, biochemical diagnosis and other fields in the future. In addition, maternal and child monitoring (ibabymonitor) has also upgraded products. From the current point of view, the company has a leading edge in product diversity, software development, manufacturing, platform building and branding.

Mengfali focuses on building a large health product group, which has been transformed from a massage chair manufacturer to a family health management medical device manufacturer. On the one hand, it uses health products to obtain health data, and it is equipped with a cloud platform to develop value-added services. The Institute carried out the “New Technology for the Prevention and Control of Respiratory Infectious Diseases and Product Development and Industrialization”, and plans to develop auxiliary treatment instruments and equipment for air purifiers and respiratory diseases. In the future, the company may use the endorsement of Zhong Nanshan to transform from a massage chair manufacturer to a leader in respiratory medical devices.

Yuyue Medical covers sphygmomanometers, wheelchairs, blood glucose meters, oxygen generators, etc. It is the only home medical device company in the A-share market that has a rich product line and perfect sales channels. The market value of the company has increased by 8 in 2008. Times.

2, in vitro diagnostic equipment: high gross profit margins to help leading enterprises expand rapidly

In general, “dispersion” is a recognized feature of the medical device industry. When combing the fine-molecular industry, it was found that the in-vitro diagnostic industry appeared to be “small and scattered”, but it was an industry with obvious oligopoly. Despite the large number of small businesses and fierce competition in the industry, they have never been able to pose a real threat to leading domestic and foreign companies. At present, the in vitro diagnostic market is far from mature. Under the support of policies, the industry leader is expected to develop rapidly, which is a force that cannot be underestimated in the field of medical devices in China.

China's in vitro diagnostic growth rate is the world's first

The in vitro diagnostic industry is produced along with the development of modern laboratory medicine, and its industrialization has greatly promoted the development and application of new science and technology in medical laboratory science, basic medicine and pharmacology. In vitro diagnosis is called“Doctor's eyes”，In clinical diagnosis, it can often play 70% of the role, and its clinical application runs through the whole process of initial diagnosis, treatment plan selection, effectiveness evaluation, diagnosis and cure. Experts in the industry pointed out that further improvement of diagnostic techniques and means to increase diagnostic expenditures can provide a more scientific basis for decision-making, prevention and treatment of human diseases, and is also an important direction for future development.

It should be noted that although about two-thirds of the current global medical decision-making is based on diagnostic information, the expenditure on diagnosis only accounts for about 1% of total medical expenditure. It can be seen that the in-vitro diagnostic market will have a huge future. Market potential.

For China, most people in the industry agree that in vitro diagnosis is in a rapid growth period.

He Yunwei, Chairman of Daan Gene, said at the National “Thousand Talents Program” Medical Device Professional Group Seminar that the global in vitro diagnostic market will grow at a compound annual growth rate of 6.58% from 2012 to 2014, to the global in vitro diagnostic market in 2014. The scale is expected to increase to $50.3 billion. China's current in vitro diagnostic industry market size is about 18 billion yuan, with an average annual growth rate of 16%, far higher than the global average, ranking first in the world.

Despite the rapid growth of in vitro diagnostics in China, on the whole, China's population accounts for about 22% of the world's total population, and the share of in vitro diagnostic reagents accounts for only 2% of the world's total. The per capita consumption is far from enough. There is still huge incremental space in the industry. . At present, there are more than 18,000 hospitals and more than 300 blood stations in China. At the same time, large and small medical examination centers and nearly one hundred independent laboratories have sprung up, and some independent medical laboratory are also in the ascendant. Provides a broad market space for in vitro diagnostics.

With the introduction of the new medical reform policy, the public's demand for medical health continues to expand. At the same time, due to the national “12th Five-Year Plan”, the research results of the in vitro diagnostic industry are constantly emerging, and industrialization progress is gradually achieved. Listed companies and social capital frequently entered the field of in-vitro diagnosis, prompting the industry to gradually move from decentralization to concentration, and the in-vitro diagnostic industry to formality, benefiting from the reform of primary health care, and the biochemical and immunodiagnostic market segments have great potential.

NatWhitney, the founder of Winnie Research, told the media that the Chinese in vitro diagnostic market is rapidly expanding at a rate that doubles every three years and is expected to surpass the United States in the next 10 to 15 years to become the world's largest in vitro diagnostic market.

Policy support enters a period of rapid development

It is worth noting that although it seems that China's in vitro diagnostic market is messy and scattered, it is actually a typical oligopolistic industry, especially in the field of in vitro diagnostic reagents. At present, about 60% of China's in vitro diagnostic market is occupied by six foreign giants, namely Roche, Siemens, Abbott, Beckman, BD, and Sysmex. Among domestic enterprises, Mindray Medical and Kehua Bio's self-produced reagents/instrument business revenues exceeded 500 million yuan, with obvious advantages, followed by Daan Gene, Lidman, Zhongsheng North Control, and Fosun Long March. Yujia has a certain scale of second-line domestic in-vitro diagnostic enterprises. The concentration of the domestic in vitro diagnostic industry has reached 80%, which is roughly equal to the concentration in foreign markets.

From this point of view, the in vitro diagnostic industry is not a decentralized industry as everyone imagines. More resources are concentrated in a small number of oligarchs, and almost all international in vitro diagnostic giants have entered the domestic market and occupied a stable market. Shares, the possibility of a strong new market entrant in the future is low, which is conducive to the further expansion of the industry leader in China and the expansion to overseas. At the same time, the in vitro diagnostic industry is undoubtedly a very high gross profit industry. From the company's financial report, the gross profit rate of Lidman's in vitro diagnostic reagents reached 71.36% in 2013, and the in vitro clinical diagnostic reagents of Kehua Biological last year was as high as 73.53. %. The high gross profit margin has enabled the relevant leading enterprises to expand rapidly and gradually occupy the market.

On the other hand, the national policy's concern and support for the in vitro diagnostic industry has enabled the relevant leading companies to have a good external environment. In recent years, the Chinese government has attached great importance to the development of biotechnology, and has formulated a series of incentive policies for the entire industry, including relevant incentives and support measures for the in vitro diagnostic industry.

In addition, the State Council, the National Development and Reform Commission, and the Ministry of Science and Technology also discussed in vitro diagnostics in eight documents including Medical Device Technology & Twelfth Five-Year Plan. The support of the national industrial policy has created a good external environment for the development of the in vitro diagnostic industry. What is especially valuable is that the in vitro diagnostic industry has certain special advantages in the context of the current overall decline in drug prices. Based on this, Xingye Securities analyst Xiang Jun believes that under the background of drug price reduction and medical insurance payment reform, the in vitro diagnostic products with high price are not under the pressure of large price cuts, and have certain anti-risk ability, which is ideal. Haven.

A brokerage analyst said that the profit of the in vitro diagnostic industry is very high, so it has grown rapidly in recent years, and enterprises are also easy to survive. At the same time, China's in vitro diagnostic reagent industry has entered the development period from the introduction period, and the market demand is growing rapidly. With high product cost performance and closer to the local market, the company has continuously seized the share, resulting in the market pattern dominated by imported products being gradually broken. However, not all companies have developed very well. Some companies have poor quality products and hospitals are unwilling to use them. This is also related to the maturity of the company.

Immunization and gene sequencing are expected to break through

In the field of in vitro diagnostic subdivision, immunodiagnosis and gene sequencing are sub-areas that are generally optimistic in the market.

Immunodiagnostic products are currently the largest segment of the in vitro diagnostic industry, including both general enzyme and chemiluminescence immunoassays. Chemiluminescence technology is the mainstream of immunodiagnosis. It will gradually replace common enzyme-free reagents in clinical practice. At present, chemiluminescence products are mainly concentrated in foreign companies. Only a few of them can be produced in China, so chemiluminescence represents domestic immunity. Future technical alternatives in the field of diagnostics.

A large domestic brokerage analyst said that the current biochemical diagnosis is relatively mature in China, and the share of domestic enterprises is also high. Its technical content is relatively low-end, and import substitution is basically completed. The immunization diagnosis is still a leading position for foreign companies, and domestic technology has just made a breakthrough, but this will become the direction of future diagnosis and development.

In the A-share market, Lidman has the strength of “fruit picking”, and its self-developed CI1000 chemiluminescence immunoassay analyzer has passed the hospital clinical trial, basically completing the transformation from research and development to production, and supporting the chemiluminescence reagent. Thirty-one registration certificates have been obtained, and it is believed that Cinda Securities is about to go on sale.

In addition to biochemical diagnosis and immunodiagnosis, there is also a cutting-edge diagnostic technique, which is molecular diagnosis. One of the important ones is the recently focused gene sequencing, which is called subversive medical treatment. Almost everyone in the industry has specifically proposed the sequencing of genes in molecular diagnostics, and believes that it has great prospects.

China's gene sequencing industry was mainly used in scientific research before the end of 2011. At the end of 2011, non-invasive prenatal testing was launched as the first medical application. In 2013, the market was about 1 billion yuan. According to the current price calculation, the application market potential is about 15 billion yuan. In addition, there are more application areas to be promoted, and the domestic market potential is also very large. After nearly five months of silence, in early July, the State Food and Drug Administration approved two gene sequencing and detection kits, and the second-generation gene sequencing went out of the shadow of the February ban, which was recognized for the first time at the policy level.

From the perspective of the genetic sequencing industry chain, Haitong Securities believes that domestic companies are the most likely to break through in the kit service. First of all, the sequencing instrument is basically monopolized by foreign investors Illumina, LifeTechnology (acquired by Thermo Fisher) and Roche. Although the supporting reagents are mainly supplied by foreign capital, domestic enterprises that have developed sequencing reagents, consumables, and testing projects have begun to have a layout. This is a market that can be jointly developed and expanded. Domestic companies such as Daan Gene, Berry and Kanghe Instrument suppliers may have technical breakthroughs in the reagents sector in the future. According to the latest website of the Food and Drug Administration, Daan Gene 21 Trisomy, Trisomy 18 and Trisomy 13 have entered the special approval procedure for innovative medical devices; Berry and Kang and Huada Gene have been declared through normal procedures. In May 2014, Berry and Kang announced that they have cooperated with Illumina on instrument, reagent and software development. It can be seen that the field of reagents is a field that domestic companies can share, and it is a big cup.

Providing sequencing services is currently the main profit model. Huada Gene, Berry and Kang are currently the two largest companies in the field. The listed companies have not yet participated, and they can be deployed in this field in the future.

3, dialysis equipment: serious illness insurance to stimulate the billion-dollar market

As the proportion of medical insurance reimbursement in China continues to increase, and people pay more and more attention to dialysis treatment, the market demand of the dialysis industry is constantly being stimulated. From 2011 to 2013, the market growth rate of domestic dialysis machines and dialyzers reached 25%~30%. It is expected that there will be a gradual release of 100 billion yuan in this market in the next 5-6 years.

Potential market size exceeds 100 billion

Dialysis is an important treatment for patients with end-stage renal disease (ESRD, similar to the concept of uremia, but with different diagnostic criteria). In addition to kidney transplantation, the patient cannot be reversed due to renal function and can only be treated by dialysis. Extend life.

According to public information, there are currently about 2 million end-stage renal disease patients in the country, and only about 300,000 of them will receive dialysis treatment, accounting for only 15%. According to the "Green Paper on China's Health Development" issued by the Ministry of Health in 2012, the annual direct treatment fee for each hemodialysis patient is 75,100 yuan. According to this calculation, the market demand for dialysis treatment in China is about 20 billion yuan.

If the remaining 85% of patients are able to receive regular dialysis treatment, it will further release hundreds of billions of potential market demand. CICC mentioned in the research report that the incidence of end-stage renal disease in China should be at the world average. According to the theoretical incidence rate, the number of patients exceeds 2 million, the treatment cost is about 70,000 yuan/person, and the theoretical market space exceeds 100 billion. yuan.

At the same time, the number of patients with end-stage renal disease in China is still increasing at an average annual double-digit rate. According to the Ping An Securities Research Report, the number of hemodialysis patients in China was about 30,000 in 2001, and the number of peritoneal dialysis patients was only about 5,000. According to the Ministry of Health, as of 2011, the number of registered hemodialysis patients in China reached 260,000. Peritoneal dialysis reached 20,000 people. In 10 years, the annual compound growth rate of hemodialysis and peritoneal dialysis patients was 23.8% and 15.1%, respectively.

CICC pointed out that in developed countries, diabetes is the most important cause of end-stage renal disease. At present, only 19% of secondary nephropathy caused by diabetes in China. As the incidence of diabetes in China continues to increase, the incidence of end-stage renal disease will increase further in the future.

Major illness medical insurance policy will increase the rate of medical treatment

Han Bangyou, the director of Lanfan Medical, said, “The proportion of patients who should receive but not receive treatment in China accounts for nearly 90%, and only about 10% of patients can receive treatment. "An important reason for the lower treatment rate of patients with end-stage renal disease is that the cost of treatment for 75,100 yuan a year is beyond the economic affordability of many patients. At the same time, the previous medical insurance policy has a lower reimbursement rate for end-stage renal disease. When the patient's own economic strength is unable to accept long-term treatment, medical insurance has not been able to effectively improve the situation.

With the implementation of the major medical insurance policy system in 2014, the proportion of reimbursement for end-stage renal disease will be increased to no less than 70%, which will greatly improve the current low treatment rate, enabling a large proportion of patients to receive treatment. This policy is beneficial to further release the dialysis market demand.

China's current medical insurance system is divided into: urban workers' medical insurance, urban residents' medical insurance and new rural cooperative medical insurance. The three major medical insurance coverage population exceeded 95% of the total population. In the previous medical insurance system, the reimbursement policies for dialysis treatment vary greatly among provinces in China.

Guojin Securities mentioned in the research report that in the new rural cooperative medical insurance, the dialysis treatment is divided into two types: outpatient reimbursement and hospitalization reimbursement. The upper limit of the reimbursement for outpatients is 5,000~20,000 yuan/year, and the upper limit of hospital reimbursement is 80,000. ~100,000 yuan.

In some places, in order to control medical insurance expenditure, most patients are classified as outpatients, and the maximum reimbursement limit of less than 20,000 yuan for the whole year is comparable to the treatment cost of 70,000 yuan. The actual reimbursement rate is only 10%. ~30%. This has caused many families to become poor due to illness, and finally they can only give up regular treatment because they cannot afford expensive treatment.

However, in recent years, China's policy on medical insurance for major illnesses has been continuously improved. The future medical insurance policy will be tilted from the low level and wide coverage to the protection of major diseases. The actual reimbursement rate of patients with end-stage renal disease is also increasing.

In 2012, the six ministries and commissions jointly issued the “Guiding Opinions on the Implementation of Major Disease Insurance for Urban and Rural Residents”, and proposed the compensation policy for major illness insurance for the first time. The actual payment ratio is not less than 50%, and the proportion of payment is determined according to the level of medical expenses; further expansion in 2013 The rural medical insurance focuses on the transfer of major diseases, and 20 diseases such as uremia and lung cancer are all included in the scope of major illness protection. The actual reimbursement rate for hospitalization expenses of major patients is not less than 70%, the maximum can reach 90%, and the difficult farmers will receive an additional 15%. Civil Affairs Medical Assistance Fund.

In June 2014, the Health and Family Planning Commission's “Notice on Doing a Good Job in the Implementation of the Pilot Project for the Comprehensive Reform of County-Level Public Hospitals in 2014” mentioned that the pilot work for large-scale urban and rural residents' major illness insurance was launched before the end of June, and was fully pushed out before the end of the year.

In addition, the current dialysis treatment in China is mainly concentrated in public secondary hospitals in the city, but the frequency of dialysis treatment is very high, about three times a week, which is very inconvenient for the residents, especially in rural areas. They also invisibly increase their treatment costs. The continuous advancement of infrastructure such as county-level hospitals and township health centers will also help to increase the proportion of rural patients' visits, thereby further increasing the capacity of the dialysis market.

The localization of dialysis machine is worth looking forward to

There are three main parts in the dialysis industry chain: dialysis powder and liquid-based consumables; dialysis machine-based machinery and equipment; and dialysis services. Among them, dialysis powder and liquid have basically achieved localization. Because the technical requirements of consumables are not high, and they are limited by transportation and shelf life, domestic enterprises have obvious advantages in consumables, but the gross profit margin of consumables is not high.

At present, China's dialysis treatment services are mainly concentrated in hospitals, and the establishment of a community-based dialysis center will be the development trend of dialysis services in the future.

As the core of dialysis treatment, dialysis machines occupy a pivotal position in the dialysis market, but foreign brands have always had absolute control in this market. In recent years, with the breakthrough of domestic enterprises in the technical level, and successively obtained the dialysis machine registration certificate, domestic enterprises with the ability to produce dialysis machine technology are gradually emerging, and the localization of dialysis machines is worth looking forward to.

According to the information disclosed by Bao Laite on the Shenzhen Stock Exchange, “the competition pattern of the dialysis machine market is currently occupied by foreign brands, and the main brands are Fresenius, Campbell, Berenger and some Japanese brands. & rdquo; Bao Laite witness Dai Jin said that the current domestic hemodialysis machine manufacturers mainly include Chongqing Shanwaishan, Chongqing Duotai, Weigao and other seven companies.

The technical difficulty of dialysis machines lies in the stability and reliability of their product quality, especially in terms of key components and core components. Although there are not a few companies involved in the dialysis concept in A-share listed companies, there are not many companies that can produce dialysis machines. Among them, Baoduite acquired Chongqing Duotai in 2013, which is one of the few companies in China that can independently develop hemodialysis machines and multi-function pump products. In 2013, Chongqing Duotai upgraded its products, and in 2014, the products will be put into sales. The hemodialysis machine developed and produced by Bao Laite has submitted the application materials to the State Food and Drug Administration last year. It is expected to receive approval this year.

In addition, Lanfan Medical, which was renamed not long ago, announced its entry into the field of abdominal permeation. The company has signed an equity investment agreement with Fuzhou Dongze Medical Devices Co., Ltd. (Dongze Medical) to acquire a 33.5% stake in Dongze Medical. The PD-GO automatic peritoneal dialysis equipment developed and produced by Dongze Medical has obtained the medical device product registration certificate on March 31, 2014.

Han Bangyou said that in the field of automatic peritoneal dialysis machines, there are only a few producers such as Baxter in China. “Butte (the product) is automatic, but it is completely a machine. Baxter's promotion is not good, because the current domestic use is still manual, the cost is low; another one is because Baxter is a device, he can not replace the manual. We have added some other intelligent designs to Dongze, which is completely different from manual ones. We want to achieve a goal, that is, through intelligent, remote monitoring, so that you do not have to do dialysis in the hospital during the day.”

4, the hospital's overall solution: foreign companies under the coffers of the local enterprises to break through the service

The policy has been raging, the pace of private capital entering the hospital industry has gradually accelerated, and the demand for medical equipment market has been released. At the same time, the renovation and expansion of public hospital reform has also proposed the replacement of existing equipment. Faced with the demand for medical equipment and equipment in the reform of private hospitals and public hospitals, various companies actively responded to the market cake. However, compared with the low technical content of home medical devices and the promotion of easy, the development of large-scale medical devices in domestic hospitals is not smooth. The majority of control in this market is still in the hands of foreign-funded enterprises, and high-end medical equipment is almost Monopoly of foreign-funded enterprises.

In this context, the hospital's overall solution to the problem known as the hospital's “housekeeper” has become the domestic enterprise's efforts. They promote their products in a service-oriented mode, quickly occupy the market and bind to the hospital.

Pilot reform of hospitals in 1011 counties

China's medical devices can be roughly divided into hospital-end devices and household devices. The low-cost consumer goods attributes of household devices have enabled related companies to develop rapidly. However, hospital-end devices are faced with the inability of products to cover high-end fields and hospitals that are not recognized enough.

Jiang Guangce, chairman of Dechuan Medical Fund, said that foreign large-scale medical device manufacturers such as Siemens and Philips, the high-end medical equipment they manufacture is the rigid demand of hospitals. This high-end equipment market cannot be made domestically, and domestic enterprises cannot reach this level. Therefore, for public hospitals that do not lack money, it is always common to purchase imported equipment.

Most hospitals in China, especially infection control equipment, are relatively backward, with the need for replacement and upgrade. At the same time, the construction environment and functional layout of the old hospitals cannot meet the needs of people seeking medical treatment, and the expansion and expansion is an objective trend.

In addition, with the economic development, the demand for medical services has also increased, and higher requirements have been placed on the efficiency of medical services. At the same time, the current diversification and complication of disease types puts higher demands on the doctor's clinical judgment and diagnosis and treatment methods, which largely require the assistance of medical instruments, which also objectively promotes the updating of medical devices. Replacement.

According to the relevant person introduction, the equipment of a hospital is generally a replacement cycle for 5~8 years, such as high-end automatic equipment instead of low-end equipment. At present, the overall medical equipment level of Chinese medical institutions is still not high. About 15% of the medical instruments and equipment owned by national medical and health institutions are products around the 1970s, and 60% are products before the mid-1980s. The demand for upgrading is obvious.

In 2012, the state determined 311 counties to carry out comprehensive reform of county-level public hospitals. This year, 700 pilot counties were identified. The total number of pilot counties reached 1011, covering more than 50% of the country's counties and 500 million people. Compared with the top three hospitals, county-level hospitals do not have the full strength to purchase imported products, and many of the imported manufacturers do not cover county-level hospitals. And these factors undoubtedly give the hospital "the housekeeper" to provide a good opportunity for the Nuggets in the hospital expansion and expansion.

Hospital & ldquo; Butler & rdquo; provide one-stop service

It is understood that since the customers of these large-scale equipment companies are mainly hospitals and pharmaceutical companies, the construction of each new project of the hospital faces many equipment suppliers and construction units, and the coordination workload is very large, and each equipment supplier Solving only the problems that correspond to their products does not solve the problem of the entire project.

Therefore, the hospital focused on the overall construction of the hospital“housekeeper”Come into being。

So-called“housekeeper”，It is to make the user comfortable and useless, and these are not only the sale of equipment and after-sales maintenance work. It is understood that the current hospital "housekeeper" is taking a similar pattern of traditionally used for small and medium enterprises [SAP BusinessAll-in-One]. These solutions provide industry-specific features and automated processing based on “best practices” to replace patchwork systems that require upgrades and expansions, solutions that require high-cost maintenance, or investment A project with a lot of human and financial resources. Specific to hospital construction, it mainly includes financing, hospital construction, engineering decoration, equipment introduction, department building, department management, and even personnel training. This overall packaging solution is both professional and efficient and economical.

For example, the hospital can outsource a clean room or a whole dental department to the “housekeeper”, and the “housekeeper” provides the corresponding medical equipment, the overall construction of the department, and the post-maintenance, for the housekeeper. It is said that in the medical equipment that does not have the production capacity, the mode of external procurement is adopted, and the equipment with its own production capacity is directly sold to the hospital, thereby saving the hospital a cumbersome work and obtaining the hospital's approval. From the point of view, the hospital can also complete the construction of the entire hospital to the company.

Overall, the overall package service is a turnkey project.（turnKey）。

In addition, the hospital's overall solution service provider can flexibly adjust the plan according to the hospital's requirements, and can divide the service according to actual needs.The so-called“Industry specializing in surgery”，As a traditional equipment manufacturer, for civil engineering, the company once again outsourced this part and earned money from it.

At the same time, some companies that provide total solutions have very high gross profit margins because: First, self-produced equipment and self-sufficient projects account for a relatively large proportion, and the overall gross profit margin is high. Second, the company provides financial support for the hospitalThe hospital only needs to take over from the company.“key”，It is very convenient to work immediately, so the hospital is willing to pack it as a whole, so that a win-win situation can be achieved.

In addition, an industry insider said that in addition to the above two points, the hospital's overall solution service company as a provider of medical equipment, can also obtain certain benefits in equipment procurement. Since these companies currently do not have production capacity on high-end medical equipment, they need to source from suppliers and then sell them to hospitals at market prices. In the process of equipment circulation, because the company has strong bargaining power, it can often be won at a price lower than the market price, so the company can also obtain income in this respect.

Jiang Guangce believes that the “holistic solution for hospitals” adopted by domestic medical device companies is vital. Foreign medical device manufacturers generally do not go directly to China for sales, but they are all carried out through agents. The biggest difference between domestic manufacturers and foreign companies is to establish a profit center with the hospital. This is the biggest model. The benefits are there.

Multiple listed companies

Listed companies have become hospitals with sufficient financing channels and brand strength“housekeeper”Forerunner，It is understood that Xinhua Medical, Hejia Shares, and Shangrong Medical are all competing for the hospital's overall solution market, and have all achieved rapid growth.

As a veteran medical device company, Xinhua Medical's product line is not inferior in depth and breadth. It is an absolute leader in the field of disinfection and sterilization equipment and radiology diagnosis and treatment systems. Based on the leading production of equipment, Xinhua Medical proposed in 2011 to transform the overall solution to the hospital, rather than just selling equipment.

At present, Xinhua Medical has been able to provide customers with 10 total solutions in the sales of 12 product lines including disinfection supply center, pharmaceutical equipment series, radiology diagnosis and digital operation room, including the company's disinfection supply center, pharmaceutical equipment series and radiation. The output, quality and market share of the overall solution for diagnosis and treatment have leapt to the top in the country.

Shangrong Medical was initially positioned to realize the EPC general contracting of hospital construction projects. Through this “one-stop” service business model, the company and customers are closely linked to form a win-win business system. The company mainly provides medical professional engineering solutions with the clean surgical department as the core, including the planning and design, decoration construction, appliance configuration and system of medical professional engineering (such as operating room, ICU, laboratory, laboratory, medical gas engineering, etc.). For integrated services such as operation and maintenance, medical professional projects account for more than 60% of the company's revenue. Since 2010, the company's operations have maintained steady growth. In 2013, it achieved operating income of 697 million yuan, a year-on-year increase of 65.34%, and a net profit of 78.865 million yuan, a year-on-year increase of 35.20%.

Hejia shares have gradually explored a unique model. The company's original business is mainly for the manufacture and sale of tumors and oxygen-making equipment, and later according to the company's own“Tumor minimally invasive comprehensive treatment solution”，To develop individualized sequential combined treatment programs for cancer patients, and to assist the establishment of oncology in secondary and higher hospitals in combination with the status quo of medical institutions and minimally invasive treatment concepts in China. Since 2013, Hejia has gradually explored the experience of using the BT model for general contract construction. Seven framework contracts were signed during the year. These hospital construction contracts provide a large boost to the company's annual revenue growth, and the size of individual orders has Provided and undertook construction orders for two tertiary hospitals.

Although the bias of each company is different, the model of equipment + service has strong recognition and prospects. Relevant people believe that listed companies have innate financing advantages and are ahead of non-listed companies in terms of brand recognition. Although the solutions designed for hospitals are different, the overall trend is still in line with China's current trend, and it is expected to follow The hospital has expanded and upgraded rapidly. However, in the process, the company's own production technology and quality in medical devices need to be continuously strengthened.