On June 26, the battle for medicine was finally settled. In addition to the curiosity about the negotiation process and the negotiation scene, the most attention to the outcome of the negotiations is the two aspects. What products have successfully entered the health care directory through negotiation? What other products have passed the healthcare directory in the process? The second is the price of the product's entry into the health care directory -- the price cut. These problems are not only the embodiment of the enterprise negotiation ability, but also the weathervane that will cause the change of the whole market pattern after the product enters into the health insurance directory.
1. Negotiation site: support the wall
"The price cut was particularly brutal, beyond the expectations of the company." "Sweating, leaning over the wall..." This is the feeling of some of those involved in the negotiations.
With the knowledge of e-drug managers, the preparation work of the enterprise has started in April, and the information of the fixed format is mainly distributed by the people's department. The information is filled out by enterprises and submitted. The information includes the sales situation of the negotiation variety in the past few years, the bidding price of the provinces and so on.
The formal negotiations are on June 16, starting at 10 a.m. It is reported that the whole negotiation rule is very strict, divided into four negotiating groups, temporary random grouping, back-to-back negotiations. Up to 3 people at one enterprise, 5 people in the negotiation group.
In general, the negotiating team compares and negotiates the price of the company's offer and the "bargaining price" of the product, and finally decides whether the product is in or out. It is reported, this suggested price is mainly composed of people club department, pharmaceutical experts, health care experts and other groups around the evaluation experts with reference to the price of the surrounding countries and regions, and considering the domestic market situation (market capacity), etc., such as drug patent period, competing goods, whether the innovation medicine and drug economics comprehensive factors such as the common product advice price forecasts. The price is kept strictly confidential in the black envelope until the negotiating team opens and the entire company is kept confidential.
The company only has two offers, reaching the expectations of the department, and vice versa. , involved in the field of the enterprise on behalf of the said at the scene of the negotiations, the negotiating team first expounds the key to the drug information and considerations, then offer by the enterprise, after the two sides further expounded their own reasons, the enterprise after the second quotation, by the negotiating team site meeting to discuss (avoid), finally make a decision. Each breed negotiation is about half an hour, and full video surveillance.
"The negotiation feels like a gamble, with a high demand for random resilience, on-the-spot persuasion and expertise." "Said one business person.
Previously, the industry had been informed that the ministry would release the final results of this round of negotiations on June 22, and the signing ceremony would be held on June 26 with several representative companies. But the latest news is that all the companies that have successfully completed the negotiations have taken part in the signing ceremony, and the time is up to June 24 (Saturday). According to the understanding, the enterprise has received the agreement of the department. After the signing ceremony, the products that have successfully entered the national health insurance directory through negotiation will be entered into provincial health insurance.
2. Out
As we all know, these 44 items are important complement to the high amount of gold in the 2017 edition of the health care directory, and also have a very important position in the market.
Who's out? The final result of this round of negotiations is that no relevant information will be disclosed until the full results are officially announced.
According to E medicine managers through various channels to unconfirmed news shows: in 44 varieties of negotiations, out products account for around 10% of the whole, is now out of products are: Merck snow pock cetuximab injection, love can tyrone wave raw temple, tasly injection gas after pulse (lyophilization) and yeung sum of injection with the British, xidan resistance (crohn's disease) limited four products in the negotiations failed, failed to enter the health care.
In other words, the price of these products has not met the expectations of the social department.
In Swiss love can tyrone pulmonary hypertension drugs raw temple as an example, the product has active prices by 80% in 2016, from 19980 yuan/box fell to 3996 yuan/box, when the industry believe that the move is in response to the wave born patents expire, is also preparing to enter the health care. But the price talks, which the government expects to bring down again, may not be more. It's worth noting that in January 2017, Johnson & Johnson won a $30 billion purchase of love talon, which includes a combination of drug products for the treatment of pulmonary hypertension, including bosheng.
Yeung sum of the three products directory in negotiations, the end result is with boron injection for meters and successful piece of abiraterone acetate, infliximab (remicade, out products for single resistance (limited crohn's disease), with a smaller percentage of crohn's disease clinical, in general, the result of the two into a fruitful for xi 'an yeung sum.
For another multinational pharmaceutical companies Merck, its negotiating varieties cetuximab injection (trade name: love will form) for colorectal cancer and head and neck cancer curative effect significantly, on the market in China in 2006, the drug patents expire in 2017, in the more critical point, negotiating loss or a blow.
In addition, although the injection of natural gas was also lost in the negotiation. But the health insurance negotiations, the two products in the negotiation catalog, the final result is to come in one. According to a person with knowledge of the matter, the price of the product injected into the product was not a big drop in the price of the recombinant human urokinase (puyouk), which was a good result.
3. Entry
Most of the 44 varieties have been negotiated, and the route has entered the health care reimbursement directory.
This means that, from the point of view of product market, the enterprise the varieties of the final price negotiations to a certain level, neither to break the enterprise cost and profit accounting, also meet the requirement of the government's price range. According to the principle of drug selection published earlier, the general characteristics of these varieties are that the clinical needs and practice prove that the curative effect is better, the price is higher and the burden of the masses is heavier.
Foreign drug companies, including astrazeneca, bayer, roche, GSK, novo nordisk, youngson, and Merck, are among the big pharma makers. Earlier, it was reported that the three products of astrazeneca, such as Linda, fushi and sirikang, had all entered the national health care directory.
Roche, another multinational drug company, entered the negotiating table with four products, including erlotini, rituximab, trastuzumab and bevacizumab injection. If rituximab and trastuzumab have successfully entered the agency, there is no doubt that the future will continue to grow.
It is worth noting that in the 2015 drug price negotiations, roche's erlotini was unwilling to accept more than 50 per cent of the price cut, while the two main rivals, henrisha and kamina, are now in health care. Based on this, the industry analysis of the association of the people in the negotiation of erlotinib will be stronger, so the company will not choose to make concessions, but also wait for the final results of the ministry of human resources.
Local drug companies have also achieved good results overall. In particular, there are eight varieties of traditional Chinese medicine in this negotiation, six of which are TCM injectable. In addition to the injection of the natural gas, the injection of the natural gas was eliminated, and no other product was eliminated.
An insider told an e-drug manager that a recombination of the human brain natriuretic peptide and the alishatinates from the nodikang pharmaceutical company in Tibet had also been successfully entered through negotiations. It is worth noting that if the news of alishatan's entry is true, it would be a good thing. Industry analysis, the sand jotham ester was letter litai break the key enterprises in fujian alone the general situation, xinli tai o will benefit sand ester on medical insurance directory will strongly, but the industry also analysis the reduction should not be too big.
4. Continuous game
Despite the overall smooth negotiation, can see clearly that the negotiations varieties directory, between enterprises' competition is significant, the competing goods may be out of the product has not been ruled out).
In the field of oncology drugs, such as bayer sorafenib and the apatinib of henryl are clinical competitors, mainly targeting the multitarget TKI drugs of VEGF; The nitotizumab and merk situximab were mainly anti-egfr monoclonal drugs for colorectal cancer. There is a similar anti-tumor mechanism, and mainly used for lung cancer and colorectal cancer treatment, such as the endu and roche bevacizumab.
The eye area is most closely watched by novartis's lei zhuo and kanghong's compaq, which are already competing at home and abroad. Access to health care is crucial to the competitiveness of the economy, so the two will not let go of health care. In fact, early rebezumab reduced the price by 20%.
Under the visible competition, the enterprise is winning. Analysis of the personage inside course of study, the negotiation will be the main competing goods on the table at the same time, not only to pressure the negotiations for the enterprise, further augur well for the future competition will further intensify in the health-care system.
In fact, whether it is the national drug price negotiations led by the health and family planning commission in 2015, or the negotiation of the health care directory, which is dominated by the ministry of human resources, the price change is the starting point for enterprises. The price reduction of health insurance for high price is the original intention of the government negotiation system.
Analysis of the personage inside course of study points out, whether the 2015 price negotiations, or the health talks, the obvious trend is: one is for the high price of imported drugs, draw lessons from international negotiation, reducing prices to a reasonable interval, increase patients' drug accessibility. Second, we will encourage innovative drug products to enter health insurance as soon as possible.
Indeed, now of the reform of health care and drug prices in price negotiation is important breakthrough, in the medical insurance directory under the condition of dynamic adjustment mechanism be vividly portrayed, believe that this round of talks is only a start. Can clearly see that whether high original drugs market access, and encourage domestic innovation medicine to enter the market quickly, future state price negotiations will be a normalized means and mechanism.
E medicine managers understand, of course, to a great reduction of information is the talks a lot product, in the negotiation game is very difficult, because the price into the medical insurance directory is not necessarily is a good thing. A people involved in the talks told E medicine manager, if the cut is too big to the enterprise is not a good thing, because the stroke to measure, but it's not the truth of the business, especially in the field of medicine, who cut the lowest, which is the biggest winner.
Attached: the 2017 national health insurance directory negotiate 44 varieties (red as possible)
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