CHINA - Top Tips

3rd largest market for pharms (just behined the US & Japan)
Growth of branded Tx, primarily driven by the growing urban middle class population (increasing willing to pay for quality & imported products)
All Chinese have the right to assistance from the state (ill, unwell, disabled).
1. Many dont have access to state health facilities though
2. Chinese Government to invest US$1bn in the HC system in 2013
3. Reimbursement of drugs. Patients pay a % for the drug/tx & the government covers the rest
  1. Drugs have to be on the reimbursement list for the govenment to pay their %, otherwise patients pay themselves
  2. Reimbursement system (% government pay) has different rules for different people. The % also varies depending on what Tier hospital they receive tx at
4. Medical Insurance Schemes
  1. National Health Insurance - self-employeed or retired
    1. Females over 55yrs & males over 60yrs
  2. Employee Health Insurance - government employees or those working for a company
No GPs - patients present wherever they choose & can afford
1. Some medicines are reimbursed but 50% HC fees are paid out of pocket by the patient
2. V.little private health insurance
3. Alternative target Internal Medicine Specialists or Internists - more general
LANGUAGE
1. Offical language - Mandarin
  1. Spoken by over 70% of the population
  2. Local dialects can be very strong, especially with older patients
2. English DG will be much shorter. Translation into Chinese, almost double in length
3. Interviews always should take place in local language
SENIORITY
1. Do not mix senioritis in groups
  1. The view from the most senior member is all you will get
  2. Big respect for hierachy
"GUANXI"
1. Means Relationship
  1. Personal relationships which are based on the exchange of favous and trust. Often more important than laws & written agreements
    1. A lot of businnes revolves around this 'trust'
    2. Hard for western business to enter the Chinese market, must form guanxi first
    3. guanxi relationship must be maintained for future business
2. Strong culture conecpt in China
3. Needs to be considered in some research studies. Can influence buying process etc
HOSPITALS
1. Three types of hospitals
  1. Tier 1
    1. Small Hospitals (<100 beds)
    2. Urban areas
  2. Tier 2
    1. Medium Sized Hopsitals (100-500 beds)
    2. Many more of Tier 1 & 2 hospitals, therefore less busy
    3. Northern China: Shenyang, Tianjin, Jinan. Eastern China: Nanjing, Hangzhou. Western China: Chengdu, Chongqing. Central China: Zhengzhou, Wuhan, Changsha
  3. Tier 3
    1. Large Hospitals (>500 beds)
    2. Often teaching & military hopsitals
    3. Most experienced Doctors
    4. Most popular to patients, but more expensive
    5. 'Doctors in Charge' perscrbing level/initiate perscriptions, often Tier 2/3 hospitals
      1. Doctors required to have at least 5yrs medical degree
    6. Bejing, Shanghai, Guangzhou
2. Most research on Tier 3 & 2 hopsitals
3. HC insitutions = 291,323
4. Hospitals = 17,764
TMC
1. Traditional Chinese Medicine
  1. A complimentart tx in Chinese HC
  2. Considered to be effective & safe
  3. Western medicines seen to treat a symptom,TCM go to the root of the cause
  4. Used simultaneously with western medicines to treat serious conditions - Diabetes & oncological diseases
2. Widely accepted in mainstream medical care
  1. Consider as a potential competitor to western tx
URBAN/ RURAL
1. 51% population Urban
2. Rural population still unlikely to have access to western medicaion
3. Urban China - Public hospital market. Currently generates revenue through premium priced medication
4. Consider regional variations in culture & behaviour
NATIONAL HOLIDAYS
1. Chinese New Year
  1. Late January/ Early February
2. International Labour Day
  1. Beginning of May
3. Communist Anniversary
  1. 1st week of October
PHARMACIES
1. 22% perscriptions are sold via retail pharmacies
  1. Perscriptions are mainly dispensed at the hospital
    1. Majority of their profit is from drug dispensing
      1. Perscriptions can therefore be questioned on their medical benefits or profitability
2. Approx. 2,000 retail chains with 120,000 stores
  1. Nepstar is the biggest chain drugstore
  2. Including chain stores such as Walmart & CVS
3. Patients carry their own medical records
  1. Repeat perscriptions often only go to Tier 1/2 hospitals, as highest quality doctors arent required
  2. Very hard to get PRFs, as specific information we often require, doctors dont have access to unless the patient visits
RESEARCH APPROACHES
1. Methodology needs to be considered on respondent type
2. Online
  1. Phone recruitment - higher respect for Doctors
  2. Max length 60 minutes
3. Tele-depths
  1. Limited to short discussions - Max 40 mins
4. IDIs f2f
  1. KOLs/ Government officials is essential
  2. 60 minutes/ Max 90 mins (not KOLs)
5. Focus Groups
  1. Feasible with some speciality types
  2. Max 120 mins
  3. Food & drink must be provided
6. PRE WORK
  1. PRFs
    1. Patients carry their own medical records (see PHARMACIES)
  2. Patient Diaries
    1. Feasible on & off-line
7. LOI must be stuck to
RESPONDENTS
1. 1,972,840 registered doctors
  1. 1million hospital based
  2. 500K+ Urban
  3. Only 500,000 targets for MR
2. Physicians often dont have the skilled experise of doctors required in other countries
  1. Roughly 3% will have Masters Degree
  2. Majority have a 3/5yr Medical BA Degree

Nächster

CHINA - Top Tips

Beschreibung

Zusammenfassung der Ressource

ähnlicher Inhalt

	Erstellt von caitdavies13 vor mehr als 12 Jahre