某咨询给医药行业撰写的报告.pptx

McKinsey was commissioned in Q1, 2003 to: provide dedicated effort in conducting in-depth market survey and collect detailed information from 4 cities within 2 provinces to identify the key growth drivers in China’s broad market; 4 product categories were included: G.I. (Motilium), OBGY (Gyno.), Nail Infection (Sporanox) Vertigo (Sibelium) provide objective assessment about the broad market opportunity (not including any urban centres); provide business model / proposal for XJP to capture the broad market;McKinsey Broad Market Study Process;;BROAD MARKET DRUGS INCLUDE OTC AND “OUT PATIENT” Rx DRUGS;McKinsey Key FindingsOverall Market Situation;BROAD MARKET REPRESENTS 94% OF OVERALL DEMAND FOR BROAD MARKET DRUGS;DUE TO LOW INSURANCE COVERAGE AND RECENT REIMBURSEMENT POLICIY CHANGES, MOST PATIENTS PAY BROAD MARKET DRUGS BY THEMSELVES;PATIENTS GO TO PHARMACY/CLINICS FOR MINOR SYMPTOMS;A LARGE PROPORTION OF DRUG SALES COMES FROM RETAIL PHARMACIES; PHARMACY CLERKS BECOME INFLUENTIAL;;G.I. Category Review;;FOR GI DRUGS, POLARIZATION IS BECOMING MORE OBVIOUS;SALES OF GI DRUGS ARE MORE CONCENTRATED TOWARDS VILLAGE AND COUNTY, WHILE THE MARKET IS FRAGMENTED WITH MANY DIFFERENT DRUGS;IN BROAD MARKET, MOTILIUM IS LOSING OUT BIG TIME IN RETAIL PHARMACY CHANNEL …;… AND IN COUNTY GEOGRAPHY;Vaginal Infection Category Review;FOR VAGINAL INFECTIONS, PATIENTS ARE MORE AWARE OF THE DISEASE AND GO TO HOSPITAL FOR TREATMENT ;FOR GYNO DAKTARIN, HOSPITAL IS CRITICAL FOR PRESCRIPTION BUT PURCHASING HAS BEEN GRADUALLY SHIFTING TO RETAIL PHARMACY;IN ADDITION, GYNO DAKTARIN NEEDS TO GROW THE MARKET SHARE ESPECIALLY THOSE OF COUNTY AND TOWN;Nail Fungal Infection Category Review;FOR TINEA UNQUIUM DRUGS, DEMAND LATENCY IS EVEN HIGHER;HOSPITAL CHANNEL IS STILL DOMINATING TINEA UNQUIUM DRUG MARKET WHILE PHARMACY CHANNEL IS PICKING UP; * Others including around five drugs, such as Huihuangmeisu（灰黄霉素）, Lisulao（里素劳）,Lianghuija（亮灰甲）etc. Source: Distributor interviews; physician interviews; patient