Chapter 146 Winter is coming, what to do with BI Company’s catalyst? (Please subscribe)
Area A of the Dialysis Center of West China Hospital.
"Xiaoqin, why are you so fast today? Are you all on board in 25 minutes?"
1:25 pm, nurse preparation room of the dialysis center.
Nurse Sister Wang looked at Fang Xiaoqin, who was in the same group, walking in with a "treatment tray" and asked.
Fang Xiaoqin, who is also one of the nurses in the dialysis center, hummed and then placed the treatment tray on the operating table.
“Sister Wang, it’s not me who is fast, but you haven’t seen the number of people who got on the plane at noon today, right?”
“The batch of people who got on the plane at noon before was basically full of 30 patients every day. , it was not full today, only 24 people "
"So, Xiao Liu and I were all on the plane before we arrived for half an hour."
Nurse Sister Wang was suddenly surprised, and she was preparing various medical treatments. Supplies, he said:
“I originally thought that the number of people undergoing dialysis at 7pm was much smaller, but I didn’t expect that the number of people undergoing dialysis at noon was also less!”
“At noon, the most popular and popular one is It's time, I just went home for dinner after the interview. It used to be packed every day!”
Fang Xiaoqin nodded:
“This is not all caused by the ‘Kidney Toxin Clearing Dialysis Needle’”
said. , she suddenly lowered her voice:
"And when I was helping patients get on the machine just now, I heard many patients discussing the 'Kidney Toxin Clearing Dialysis Injection', and many people were planning to switch to hemodialysis once a week after dialysis this week, and use it for the remaining two times. Where's the 'Shenduqing'?"
"Sister Wang, do you think this Qingshan Pharmaceutical's 'Shenduqing dialysis needle' is really that good?"
Nurse? Sister Wang is an older nurse in the dialysis center and is considered well-informed. After hearing this, she said:
"Is there any fake news? I asked several doctors and they were all full of praise!"
“And I heard that this drug has been sold to the United States and Europe, and many top foreign hospitals have introduced it. It’s very popular!”
After talking about this, Sister Wang put down the medical supplies in her hand with excitement, and suddenly said with emotion:
"Actually, this is fine, just leave some of the mother-in-law and uncle's for dialysis in the dialysis room. Those young people are all Don’t come to the dialysis room.”< br>
“With the ‘Kidney Toxin Clearing Dialysis Needle’, those young people don’t have to be tied to this machine all their lives.”
Fang Xiaoqin also sighed slightly. There are people working in the dialysis room. How many of you have never seen human tragedy?
Soon, she adjusted her mood and said:
"By the way, Sister Wang, didn't we say last month that our dialysis center would need to add more dialysis machines and more beds?"
"Can we increase the number like this?"
"Add more Shit!"
Sister Wang prepared the medical supplies on the operating table again:
"Xiaoqin, look at the 'Kidney Toxin Clearing Dialysis Needle', which has only been on the market for more than a month and we have already reduced the number. Nearly 20% of dialysis patients! ”
"If this continues, I estimate that the entire dialysis center will have to reduce the number of dialysis patients by at least 50%!"
"Not to mention adding more dialysis machines, I estimate that we, Dr. Gan, will be thankful to God if we can maintain the current scale of dialysis. !”
Nurse Sister Wang is right. As the frontline staff of the dialysis center, they are the ones who can feel the changes in the flow of people in the dialysis center the most.
Ordinary nurse Sister Wang can see the change, and President Gan of West China Hospital has also noticed this.
In the dean’s office,
Gan Weiguo looked at the "Dialysis Center Phase II Expansion Procurement Plan" on his desk and was stunned.
According to statistics, the number of dialysis patients in China has increased in recent years, and major hospitals across the country have expanded dialysis rooms.
Two months ago, he also decided to expand the dialysis center again, adding 50 dialysis machines.
But now...
Qingshan Pharmaceutical’s “Kidney Toxin Clearing Dialysis Needle” was born!
Twenty minutes later, looking at the procurement plan that had been discussed in front of him, he sighed, picked up the phone on the table and called the procurement department.
“The second phase expansion plan of the dialysis center will be put on hold and the status quo will be maintained. No additional dialysis machines will be added for the time being.”
……
As the top-ranking West China Hospital in the country, Feeling the rapid loss of dialysis patients, tertiary hospitals in other second- and third-tier cities across the country feel even more intensely.
Many hospitals’ original plans to build new dialysis centers were urgently halted, and dialysis rooms that were preparing to expand their capacity also began to wait and see. Everyone felt a hint of winter with the appearance of "Ken Du Qing".
Fresenius Medical Care is a German manufacturer specializing in renal dialysis solutions. In 2024, Fresenius Medical Care’s hemodialysis business revenue reached US$21.59 billion, making it truly the world’s number one hemodialysis company. .
At the same time, Fresenius Medical Care also firmly occupies a core position in China's "hemodialysis market", with a market share as high as 60%.
In the past, the Medical Insurance Bureau took the initiative to invite them to negotiate collective purchase prices many times, but there was no progress and they refused to let go.
Modu, the headquarters of Fresenius Medical Care in China.
Lai Xuefeng, the regional president of China, is a professional manager. Two days ago, he had already reported the situation of the China market to the German headquarters.
In fact, without his feedback at all, the German headquarters has already felt a big impact.
News from the U.S. market shows that Fresenius Medical Care’s sales of major consumables such as dialysate and dialysis filters fell by 10% last month.
The reason is very simple. The number of dialysis patients in hospital dialysis centers has decreased, and the hospital’s procurement volume has naturally declined.
The feedback from the German headquarters was very fast. In just two days, an online meeting was held via video call and the next step was quickly decided.
Lai Xuefeng looked at the TV screen in front of him and said solemnly:
"Mr. President, you are right, we are about to enter the cold winter!"
"Don't worry, I will start working with Huaxia immediately The Medical Insurance Bureau has launched price negotiations, and now we We need to stabilize our fundamentals.”
Fresenius Medical Care responded quickly. They decided to take the simplest and most effective way to stabilize their market share first, which is——
Lower the price and get support from the Medical Insurance Bureau!
Three days later, Beijing, Gehua International Hotel.
Fresenius Medical Care China sent a middle-aged male negotiator. Sitting opposite him was Liu Weiguo, director of the Procurement Department of the Medical Insurance Bureau.
"Director Liu, let's not beat around the bush, let me just tell you the sincerity we have brought to your bureau this time!"
"At present, we are offering your bureau's hemodialysis consumables cost package The price is 765 yuan per person, plus hospital bed fees and services. The service fee and other medicine costs total 900 yuan.”
“Now with the approval of the German headquarters, we are willing to reduce the cost by 13% on the basis of the previous package price of 765 yuan, and give your bureau 665 yuan/person. Package price! ”
"This price is 100 yuan lower per person than before. I believe you will be very satisfied."
Liu Weiguo smiled.
The price is reduced by 100 yuan per person. If it were before, this would be the price I dreamed of!
Available now!
He glanced at the other party’s negotiator, and then said slowly:
"Let me give you a number. Ask your president if the cost of consumables per person is reduced to 500 yuan!"
"500 yuan?! This is impossible!"
"Impossible? I suggest Think about it carefully.”
“Don’t think about it, this price is absolutely impossible!”
In just ten minutes, the negotiation between the two parties broke up.
Watching Fresenius Medical Care's negotiation team walk out of the conference room, Liu Weiguo was not in a hurry, because he knew that soon Qingshan Pharmaceutical's "Kidney Toxin Clearing Dialysis Injection" would use practical actions to eliminate Fresenius Medical Care's remaining Pride was shattered.
"They will come back for us."
Sure enough.
Half a month later, the second month sales volume of Qingshan Pharmaceutical’s “Kidney Toxin Clearing Dialysis Injection” was released!
Compared to the 5% share of the domestic market in the first month, the US market has a 2% share. After experiencing great fame,
"Kidney Toxin Clearing Dialysis Needle" begins to show its fangs!
In October, the domestic monthly sales of Qingshan Pharmaceutical’s “Kidney Clear Dialysis” exceeded 300,000 injections, with sales exceeding 300 million yuan and a market share of 17%!
Monthly sales in the U.S. market exceeded 350,000 needles, sales exceeded US$175 million, and market share climbed to 7%!
The unstoppable and rapid expansion of the domestic market has completely made Fresenius Medical Care unable to sit still, you know!
There are only so many people on dialysis in the country, and Qingshan Pharmaceutical’s “Kidney Toxin Clearing Dialysis Needle” is grabbing all his customers!
A week later, I took the initiative to invite the Medical Insurance Bureau again, hoping to restart price negotiations!
This time, it is easy to attack and defend the pricing power in the domestic hemodialysis market!
The cold winter is approaching, and the "hemodialysis market" suddenly ushered in a cold winter, and this cold wind also blew to the headquarters of the German BI company!
Looking at the global sales of dialysis consumables such as "dialysate" and "dialysis filters" plummeting and prices continuing to fall, senior executives within BI fell silent. The silence was terrifying!
The "toxin filtering catalyst" they are developing is also a type of dialysate,
But before the drug is launched, the number of dialysis patients worldwide has begun to plummet across the board, and the cost of dialysis consumables has dropped rapidly!
Now a major question is before all senior executives:
What to do with their catalyst?
Continue research and development?
With such sluggish demand, if we continue to invest manpower and material resources, we may not be able to recover the cost.
Then give up? !
Chapters owed -1, 3 chapters left, go to bed and see you later!
(End of this chapter)