麦肯锡给医药行业的报告-全英文ppt49)-医药保健(编辑修改稿)

麦肯锡给医药行业的报告-全英文ppt49)-医药保健(编辑修改稿)内容摘要：

ic。 third, patients are usually familiar with me and they will feel awkword.” —— Zhangyongxin town level clinic interview Yantai ~ 1 0~5~0~ 6 0~ 4 0~ 2 0~ 3 0~ 5 581997 1999 2020 Retail Pharmacy Hospital Clinic Jining ESTIMATE IN ADDITION, GYNO DAKTARIN NEEDS TO GROW THE MARKET SHARE ESPECIALLY THOSE OF COUNTY AND TOWN Source: Distributor interviews。 hospital pharmacy interviews。 retail pharmacy interviews。 McKinsey analysis Sales by strata Mn RMB, % Gyno Daktarin Xiaomishuan(消糜栓 ) Mycostatin(制霉菌素 ) Shuangzuotaishuan(双唑泰栓 ) Jie’eryin(洁尔阴 ) Vaginal infection drugs YANTAI amp。 JINING City County Town Village 26 50 20 42 47 12 24 43 32 41 46 13 3 59 38 9 43 27 4 0 0 0 0 22 Nail Fungal Infection Category Review FOR TINEA UNQUIUM DRUGS, DEMAND LATENCY IS EVEN HIGHER Percent Extremely latent demand with increasing awareness 90% of patients do not seek treatment Awareness and treatment rate is increasing slightly due to petitor39。 s heavy advertising Only around 10 % of those seeking treatment purchase drugs Only 1% would follow prescription Total incidence* Do not seek treatment Seek treatment Not aware 100~5~0~5~ 1 0~ 7 0~ 2 0 * The incidence rate is around 5% in Shandong Source: Physician and pharmacy interviews。 McKinsey analysis Only 1% actually buy drugs Low treatment rate is mainly due to affordability issue of the patients Sporanox’s potential market as a Tinea Unquium drug is small, and is unlikely to be a broadmarket hit Go to large hospital Go to clinic Go to pharmacy directly HOSPITAL CHANNEL IS STILL DOMINATING TINEA UNQUIUM DRUG MARKET WHILE PHARMACY CHANNEL IS PICKING UP Anecdotes Quantitative examples SubTA sales by channel Percent Source: Hospital pharmacy interviews。 Retail pharmacy interviews。 McKinsey analysis ~0~0 ~130~ 5 0~ 1 0~ 5 0~ 7 0~ 9 01997 1999 2020 Retail Pharmacy Hospital Clinic “ We gradually carry some Tinea Unquium drugs in these years. Because more and more patients, although still quite small in amount, e here to ask for Liangjia after seeing its advertisement. I think most patients still go to hospital for treatment.” —— Jining Kangfu pharmacy “ I seldom see Tinea Unquium patients. And also, because the drugs are very expensive, I didn’t carry them. If there is really someone e to my clinic, I will suggest them to pharmacy.” —— Yantai clinic interview Yantai ~5~5~0~ 2 0~ 1 5~ 1 0~ 7 5~ 8 0~ 9 01997 1999 2020 Retail Pharmacy Hospital Clinic Jining 25444 * 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 interviews。 McKinsey analysis THERE ARE ONLY A FEW COMPETITORS AT CITY AND COUNTY LEVEL FOR SPORANOX。 LIANGJIA IS DOING BETTER THAN SPORANOX AT RETAIL PHARMACIES DUE TO HEAVY ADVERTISING 46241614Percent Others* Total = RMB million County Town City Sporanox Lanmeishu (兰美抒 ) Liangjia (亮甲 ) Village 0 Source: Distributor interviews。 physician interviews。 patient interviews。 McKinsey analysis THERE ARE ONLY A FEW COMPETITORS AT CITY AND COUNTY LEVEL FOR SPORANOX。 LIANGJIA IS DOING BETTER THAN SPORANOX AT RETAIL PHARMACIES DUE TO HEAVY ADVERTISING City Total Retail pharmacy Hospital 33402573210398203111514%25%29%26%Clinic County Share of leading drugs within Tinea Unquium – Yantai amp。 Jining Mn RMB, % 575461857427101417005%12%25%22%Total Retail pharmacy Hospital Clinic 100%= Sporanox Lanmeishu* (兰美抒 ) Liangjia (亮甲 ) Others Liangjia has relatively high market share in retail pharmacies At city level, Lanmeishu has 31% of hospital channel, better than Sporanox Hospital at county level and above should be the main focus PRICE IS A HUGE ISSUE FOR SPORANOX Sporanox is too expensive for most farmers whose annual ine is only around RMB 2,000 Even at county level, cost of using sporanox for effective treatment is higher than total drug expense per year for an average person 15 20~ 4 2 0~ 2 0 0~ 8 0~ 5 0 0County level price threashold City level price threashold County level annual drug expense per person Average insurance allowance per year Cost of sporanox as a derma drug Source: Interviews。 McKinsey analysis Cost of sporanox as a STD drug RMB FOR SPORANOX, XJP SHOULD CONTINUE TO FOCUS ON HOSPITALS … Retail pharmacy Hospital Clinic Source: Distributor interviews。 hospital pharmacy interviews。 retail pharmacy interviews。 McKinsey analysis Sales by channel Mn RMB, % Sporanox Lanmeishu* (兰美抒 ) Liangjia (亮甲 ) Tinea Unquium 65 33 69 30 1 84 15 0 12 87 2 2 YANTAI amp。 JINING … AND AT CITY AND RICH COUNTIES County Town Village Source: Distributor interviews。 hospital pharmacy interviews。 retail pharmacy interviews。 McKinsey analysis Sales by strata Mn RMB, % Sporanox Lanmeishu*(兰美抒 ) Liangjia(亮甲 ) City Tinea Unquium drugs 44 54 48 50 2 53 47 1 67 29 2 4 0 1 1 0 YANTAI amp。 JINING Vertigo Drug Category Review THERE IS UNTAPPED DEMAND IN TWO OF THE THREE PRODUCTRELATED TAs GI disfunction patient flow in broad market percent Sou。