Pharmaceutical Industry Research Report

#report# Introduction The core of a research report is to reflect and analyze objective facts realistically. The following is a research report on the pharmaceutical industry compiled by None. Welcome to read!

A research report on the pharmaceutical industry

The pharmaceutical industry is closely related to human survival and health. It is an industry that meets the requirements of new industrialization development and has high economic benefits, good growth potential and development With its great potential and vast market space, it is internationally known as a "sunrise industry that will never decline." In recent years, the pharmaceutical industry in xx City has made great progress. The industrial output value increased from 50 million yuan in 1998 to 120 million yuan in XX, and the treasury tax increased from 1.8 million yuan in 1998 to 3.5 million yuan in XX. In the city's economy It accounts for a considerable proportion of the total and has become a highlight of the economic development of xx City.

At present, the overall operation of the pharmaceutical industry in xx City is good, but behind the rapid development, there are also some difficulties and problems that restrict production development. These contradictions require us to conduct in-depth research and resolve them one by one. Therefore, keeping a clear mind, establishing a scientific outlook on development, increasing assistance and services, and promoting continuous innovation of enterprises are of great practical significance for further expanding and strengthening our city's pharmaceutical economy.

1. Current situation

The pharmaceutical industry in xx City has a development history of more than 30 years. In recent years, the Municipal Party Committee and the Municipal Government have regarded Bei Pharmaceutical as a pillar industry for the city's economic development and attach great importance to the development of the pharmaceutical industry. All relevant functional departments conscientiously perform their duties, serve development during supervision, and implement supervision during development. At present, three pharmaceutical companies in xx City, Hongye Pharmaceutical Co., Ltd., Lantian Pharmaceutical Co., Ltd. and Shenshu Donkey-hide Gelatin Factory, have all completed the reform of the property rights system. In accordance with the national policy guidance, we firmly seized the opportunity of macro-control and invested funds to implement equipment and technology updates. All of them passed the national GMP certification within the time limit, and the comprehensive strength of the enterprise was significantly enhanced. It now has 9 dosage forms and 103 varieties including tablets, pills, suppositories, capsules, granules, and solid gel preparations. The city's pharmaceutical industry shows five major characteristics: first, it is developing rapidly, with total industrial output value increasing by 47% year-on-year; second, there are few loss-making enterprises, and all three companies are profitable; third, the operating efficiency is good, with the output value profit tax rate reaching 10.2 and the sales profit tax rate reaching 12.3; Fourth, the assets and liabilities are low, with assets of 150 million yuan, liabilities of 120 million yuan, and the asset-liability ratio is only 46; fifth, the driving force is strong, and the reasonable circulation of pharmaceutical products has promoted the healthy development of the city's 102 pharmaceutical operating companies. At the same time, industrial production needs A large number of raw materials have played a huge role in stimulating the cultivation of Beiyang medicine.

The pharmaceutical companies in xx City have the following characteristics in terms of production management: First, there are few dosage forms and small scale. The three pharmaceutical companies have 9 dosage forms, with net assets of 80 million yuan and an output value of no more than 1.5 billion. The second is the intersection between the new "temple" and the old "Bodhisattva". According to the national policy guidance, various enterprises have carried out large-scale technological transformation in accordance with the requirements of GMP, and garden-style factory buildings have risen from the ground, becoming a bright spot in the city's industry. Production conditions improved rapidly and production capacity increased. However, some companies are passive about GMP certification, and use old equipment such as crushing, granulating, tableting, and coating, which hinders the process of technological innovation and does not lose the hat of labor-intensive companies. Advanced technologies such as cip (cleaning in place) and sip (sterilization in place) that are commonly used abroad are rarely used in xx city. The second is the collision between modern management and extensive management. The pharmaceutical industry is a high-tech industry. Medical equipment integrates medical, optical, electronic, mechanical and other technologies and requires modern management methods. In recent years, the pharmaceutical industry has adopted various means such as training to cultivate and create a large number of outstanding management talents. However, the management mechanism of people managing people and traditional processing technology are still supporting the operation of enterprises and the management mechanism of making enterprises bigger and stronger. Not yet formed. Third, there is a contrast between a small number of high-tech talents and many employees who lack skills.

In order to implement GMP and technological innovation, various enterprises have hired some professionals from medical and pharmaceutical universities, either engaged in innovative processes or responsible for on-site management. Due to the unfamiliar positions, they have not yet fully adapted to enterprise production management; there are certain traditional production lines in the enterprise The employee group with experience but low cultural quality has a long process of recognizing new processes and new technologies, and the two have not been fully integrated and reached a state of tacit cooperation.

2. Problems

1. Insufficient utilization of resources. Resources are the material basis for enterprises to achieve benefits, and only by making full use of resources can they achieve benefits. After the GMP transformation of pharmaceutical companies in xx City, their production capacity has been greatly improved. However, the speed of product development, market share and working capital have not fully kept up, causing some companies to under-operate and waste production capacity. Take the Shenshu Donkey-hide Gelatin Factory as an example. The company is mainly engaged in the production of four types of solid glue: donkey-hide gelatin, yellow gelatin, tortoise shell glue, and antler glue. Before the GMP transformation was implemented, artificial soil methods were used to process products for a long time. The production capacity was low and the technology was backward. , the product lacks market competitiveness. After the transformation, the company updated its equipment, introduced advanced production technology, and greatly improved its production capacity. However, due to the single product variety and small market share, it could only determine production based on sales, and the annual production time did not exceed three months. The equipment If it is idle for a long time, it cannot be effectively used. As for the Shandong Dong'e Group, which we are familiar with, in the early 1970s, the scale of the company was close to that of the Shenshu Donkey-hide Gelatin Factory. However, the company seized the opportunity and has now developed into a company with more than a dozen dosage forms of solid glue, granules, capsules, and oral liquids. It is a domestic star enterprise with more than 100 varieties and an output value and fixed assets of over 100 million yuan. The successful experience of Dong'a Group is worthy of learning and reference by xx city's pharmaceutical industry enterprises.

2. The "fist" is not very powerful. Leading products are like the "engine" of an enterprise, giving it a steady stream of power. The annual sales of citalopram hydrobromide capsules in the United States reach 3 billion U.S. dollars, and the annual sales of Xi'an Janssen's modelinline alone exceed 800 million U.S. dollars. These companies have benefited greatly from their flagship products. The annual sales of a single variety of pharmaceutical companies in our city is 46 million yuan, which is Kangfu Anti-inflammatory Suppository, a product of Hongye Pharmaceutical. Other varieties have low visibility and small market share, and have not formed a "fist". Despite this, they have great impact on enterprises and The city's economy has played a strong supporting role. But in comparison, the gap is obvious, mainly due to the lack of variety.

3. Insufficient innovation. Innovation is an important factor in promoting sustained economic growth and is also the key to sustainable development and competitive advantage of enterprises. Innovation can provide more space for business activities by reducing costs, and can also provide competitiveness for enterprises through product differentiation. At present, most pharmaceutical industry enterprises in xx City only pay attention to the innovation of marketing strategies, ignore the innovative ability of managers and employees, and fail to inspire and form everyone's full enthusiasm for innovation.

4. It is difficult to develop new drugs. It takes 10 to 15 years to develop a new drug in developed European and American countries, and costs as much as 500 million to 800 million US dollars. Most of China's pharmaceutical companies are disappointed, and they mainly focus on generic drugs. This is especially true for the pharmaceutical industry in xx City. Since 1985, my country has approved the production of 147 Class I new drugs, of which 88% are generic drugs. Obviously, starting independent research and development completely from the basics is unrealistic for the pharmaceutical industry in xx City.

5. Insufficient integrity and qualifications. The market economy is both a legal economy and a credit economy, and both the government and enterprises should attach great importance to it. However, some companies in xx City have low integrity levels and have not yet established and improved the necessary self-restraint mechanisms for product quality and the "recall" mechanism for problematic drugs. They have not yet fully realized that GMP is the need for self-management, let alone feel the need for GMP. The "curse" is coming.

3. Countermeasures

The pharmaceutical industry is an important part of the national economy, and its products are an important guarantee for humans to maintain health and defeat diseases. Pharmaceutical consumption in developed countries ranks second. The "Main Results of the Third National Health Service Survey" by the Ministry of Health of my country shows that when nearly 50% of residents do not see a doctor when they are sick, they buy their own medicine for treatment, and medical expenses have become the third largest. Big consumer goods. Due to environmental, living habits, food safety and other factors, the number of sick people is still increasing.

In XX, 508 million people were sick in the country, 13 of whom were diagnosed with chronic diseases that require multiple medications. Therefore, the development of the pharmaceutical industry has broad market prospects, and the pharmaceutical industry in xx City should seize the opportunity and take advantage of the situation.

1. Accelerate the development of dosage forms. Patients and doctors have many requirements for drug dosage forms, but our country is relatively backward. Currently, there are only more than 40 dosage forms and more than 4,000 varieties. The United States is 43 times that of my country, Japan is 12.6 times that of my country, and xx City has even fewer . Therefore, companies must be supported to make a fuss about pharmaceutical dosage forms and seize business opportunities. The first is "use-ism". As we all know, drug patents are time-sensitive, and exclusivity rights are lost when the patent expires. According to the "China Medical News" report: By XX, the patents of 35 important drugs and medical devices will expire, providing a market opportunity of US$82 billion for generic drugs. The second is to change the face of drugs. The state advocates the secondary development of medicines. By improving processes, dosage forms, packaging, etc., old products with proven efficacy can be revitalized, and traditional Chinese medicines can solve the problem of slow effectiveness and the traditional "thick, big, and black" image. Huoxiang Zhengqi Water has become Huoxiang Zhengqi Liquid is a successful example.

2. Promote the modernization of traditional Chinese medicine. Traditional Chinese medicine is a treasure of traditional medicine and traditional culture in my country. With the recommendation of the World Health Organization, the prospects of traditional Chinese medicine are generally optimistic about the world. At present, the market share of proprietary Chinese medicines is about US$16 billion per year, but Japan accounts for 80%, South Korea accounts for 10%, and my country only accounts for about 5%. What is even more regrettable is that my country imports "foreign traditional Chinese medicine" worth US$100 million every year. The imported Sichuan Fritillary Loquat Cream, Safflower Oil, etc. have put great pressure on similar products in my country. Hebang's Sichuan Fritillary Loquat Syrup is also one of the ones under pressure. one. The important reason is that our proprietary Chinese medicines are not modernized, there are no large-scale Chinese medicine planting and breeding bases, they have not passed gap certification, and the quality of raw materials is unstable. The Fritillaria fritillary planting base of Xing'an Shenli Pharmaceutical Co., Ltd. in XX City has taken the lead in passing GAP certification in the province, and Taoshan Ginseng Medicine Group and Shenlong Wuweizi base are also preparing to implement GAP certification. At present, the medicinal material cultivation area in xx City reaches 20,000 acres, and there are also a large number of wild animal and plant medicinal materials. Undoubtedly, the resource advantage is obvious. It is necessary to seize the opportunity, help, guide and support pharmaceutical companies to strive for technological reform discounts, industrial development funds and agricultural project funds, realize the operation model of "company base (farmers)", and consider the pharmaceutical industry in the context of "industry nurturing agriculture" and practice to achieve positive interaction, ensure rich raw materials and stable quality, and lay a solid foundation for rapidly advancing the modernization process of traditional Chinese medicine.

3. Build a strong brand. Brand strategy is an important factor for companies to launch products and achieve success. In the pharmaceutical industry, there are many successful brands, such as "Golden Throat", "Starshu", etc. xx Hongye Brand Kangfu Anti-inflammatory Suppository is also well-known in China. Although it is not very famous, it still has a certain reputation. In the implementation of brand strategy, enterprises must give the concept of "big design" to product brand design and uniformly express the brand connotation of their products. It includes corporate image design, product design, packaging design, brand spirit personality design and advertising design. Minimize single advertisements that easily lead to blurred brand connotations, build strong brands at low costs, and drive the development of the entire city's pharmaceutical industry.

4. Vigorously introduce talents. Market competition is ultimately a competition for talents. The pharmaceutical industry is a high-tech industry, and its products are special commodities. The state has very strict special requirements and strict employment regulations for ordinary workers. Among the three pharmaceutical companies in xx City, those with senior professional titles only account for 1 of the total number of employees, and those with intermediate professional titles only account for 3. With the development and progress of society, the pharmaceutical industry will have higher and higher requirements for talents. Therefore, the introduction of management and technical talents has become a top priority. The xx Municipal Party Committee and Municipal Government have loudly proposed the strategy of "environmental revitalization of the city". The general environment for entrepreneurship is already in place. Enterprises must seize the opportunity, be based on the long term, and regard the introduction of talents as the fundamental condition for enterprise development, and attract people with sincerity. Use achievements to retain people and provide talents and intelligence guarantee for the sustainable development of enterprises.

Part 2 Pharmaceutical Industry Research Report

1. Overview

Experts point out that China’s pharmaceutical market is far from saturated, but competition has begun.

At present, China's annual per capita medical consumption level is only 1/130 of that of Americans. When the average annual per capita medical and health consumption expenditure in developed countries reaches XX US dollars and the per capita medical and health consumption expenditure in the United States exceeds US$4,000, China's annual per capita medical and health consumption expenditure is only US$31. But on the other hand, domestic sales of medical supplies continue to increase and will grow at a rate of 12% every year in the next 3 to 5 years. In XX, Chinese medicine will face a situation of vigorous development and fierce competition. This is a question worthy of serious consideration by every medical person.

2. Hospital market analysis

How to do a good job in the hospital market determines the success or failure of pharmaceutical marketing to a certain extent, and is also the main content of pharmaceutical marketing. In practice, I have discovered the trick to promoting drugs, which is to manage some "key people" well.

The first is the doctor, who has the right to prescribe, which medicine to use and how much to use, it is all up to them; the second is the hospital warehouse, they are responsible for purchasing medicines from pharmaceutical companies. : The third is the pharmacy. They have a "small account book". How much medicine each doctor uses and how much commission he deserves are all provided to me. The fourth is the pharmaceutical company. The hospital purchases medicine from them. I Get commission based on the drug payment.

The method of "managing" these people is also simple, but it is to give different levels of commissions according to the "importance" of each person. Some people are difficult to deal with, so give them more gifts and treat them to meals more often. Medical representatives who promote the same drug are competitors and often spy on each other. If one company pays doctors a higher commission, the other company's medical representative will report it to the company and ask for an increase in the doctor's commission.

3. Analysis of OTC market or community medicine market

The development of OTC market or community medicine market has become a new economic growth point in modern pharmaceutical marketing. For diseases treated in the community, the proportion of cold medicines purchased ranks first among all purchased medicine categories, followed by diseases such as cough, sore throat, fever, and cardiovascular disease. With the gradual growth of the OTC market and the community medical market, advertising and store clerks have become the main factors influencing consumers to purchase medicines. The role of store clerks is second only to TV advertisements.

Research has found that once a store clerk proactively recommends a certain drug to consumers, 74.0% of consumers will accept the store clerk’s opinion. What needs to be pointed out in particular is that among consumers who knew the specific brand, 66.2% changed their minds when the store clerk recommended other brands of medicines to them. The study also found that when introducing drugs to consumers, store clerks mostly use the efficacy and price of the drugs as promotional tools, but do not explain much about the reputation of the manufacturer. This point does not seem to be taken seriously by drug manufacturers so far.

IV. The general idea of ????the work of medical representatives

Due to the particularity of the objects that medical representatives work for, the level of professional knowledge and personal qualities of medical representatives are higher than those of ordinary salesmen. . Being good at using sales techniques plays a vital role in the smooth development of the work of medical representatives. Learn to promote yourself and win sincere and friendly cooperation from customers. Good self-promotion is the first condition for the other party to accept you and your products.

1. First of all, you must maintain plenty of energy and vitality, face your customers with a neat and decent appearance, a polite but not disrespectful image, and constantly shape your own good temperament and steady attitude. demeanor; secondly, cultivate a sincere, friendly, open-minded and optimistic attitude towards life, and temper your will; thirdly, establish the idea of ??continuous learning, strive to get involved in various knowledge including medicine, and constantly improve your knowledge content and professionalism level.

2. Seek truth from facts to display the corporate image and increase customer trust. The work of medical representatives is not independent, but an integral part of the company's integrated marketing. The good or bad image of a company and brand in the minds of doctors is largely determined by the degree of use of the product. While pharmaceutical representatives are fully promoting products, they are actually promoting companies from another angle.

3. You must have a comprehensive and in-depth understanding of your own company, and fully understand the company's business philosophy, operating principles and value orientation; secondly, carefully analyze, refine and summarize the company's advantages, while not avoiding the disadvantages and treating them correctly The shortcomings of the company; thirdly, recognize your work goals, understand the company's expectations of employees, and make full use of the support and help the company can provide; finally, have full confidence in the company and always feel that your company is the best. Only when you are confident in your own business can you sincerely infect others through your words and deeds.

4. Use new concepts of new products to infect customers. The drugs promoted by medical representatives are usually new drugs, and some are new dosage forms or old drugs with new uses. Focusing on these products with academic theories and new concepts, complete and accurate promotion is the key to getting doctors to accept the products.

5. Introduce the efficacy theory of the new drug, the research and development background, and the clinical development history of the drug and related drugs; secondly, appropriately introduce the effects of the new drug in clinical application and the specific situations in practical application. Only by mastering the efficacy and clinical knowledge of new drugs can we answer possible questions from doctors from all aspects. Medical representatives must fully apply their solid basic medical knowledge to drug promotion activities.

V. Conclusion

Based on the above research and analysis, after completing the drug bidding work, the key is to conduct business public relations for hospitals and pharmaceutical companies, especially for key public relations for hospitals, and strive to To the extent possible, win drug ordering contracts to ultimately achieve the company's economic and social benefits. When dealing with them, we must establish a sense of full service from the collection of drug orders, the execution of drug transportation, the maintenance of corporate relationships, and the monitoring of payment withdrawals, and conscientiously do a good job in the company's drug sales.

The practice of modern pharmaceutical sales tells us that only by effectively grasping the hospital’s clinical drug needs and the development trends of disease treatment can we carry out the actual work of medical representatives in a targeted manner. Specifically, through the efforts of medical representatives, doctors can complete the cognitive and medication process from trial medication, conservative medication, second-line medication to first-choice medication.

Piansan Pharmaceutical Industry Research Report

The Pharmaceutical Factory of Heilongjiang Institute of Traditional Chinese Medicine was founded in 1959. Its supervisory unit, the Heilongjiang Institute of Traditional Chinese Medicine, integrates scientific research, medical care, teaching, and production. An integrated traditional Chinese medicine research institution. At present, the company has three dosage forms of tablets, capsules and granules and more than a dozen varieties. It has strong technical force and solid basic strength. It has strict inspection and monitoring procedures and strict management mechanisms. The company has domestically advanced modern production equipment. . There are a large number of high-quality technical talents and management talents, using advanced production technology and management concepts, adhering to the modern business philosophy of "customer first" to develop and manage enterprises, with first-class testing equipment and inspection methods, from the selection of raw materials We conduct comprehensive quality control in production process management to ensure product quality in all aspects, and various economic indicators have increased significantly every year.

Q: What do you think is the key to your company’s success?

Answer: We take "promoting traditional Northern Medicine, applying high-tech production, adhering to pharmaceutical conscience, and promoting life and health" as our purpose; we aim to improve, transform, and develop Northern Medicine resources, and build Heizhongyan Pharmaceutical into a traditional Chinese medicine Aiming to be a wonderful player in the industry; using GMP management standards, advanced technology, first-class equipment, and high-quality employees to produce excellent products; with a high degree of responsibility to the people and a spirit of dedication to society, we create "Heizhongyan Pharmaceuticals" "Unique corporate culture. "Several tastes of medicine for monarchs and ministers, a heart of heaven and earth" is our corporate philosophy. In line with the corporate spirit of integrity and trustworthiness, pragmatism and innovation, dedication to the country, and unity and progress, we adhere to the belief that we own the past with integrity, grasp the present with integrity, and build the future with integrity. , develop yourself and benefit society. I think it is our honest service that has won the success of the company.

Question: What abilities do you think our college students should have if they want to work in your company?

Answer: First of all, you must have team spirit. Only by getting along well with colleagues and cooperating together can you get twice the result with half the effort and solve many problems. Often one person cannot complete the work well; secondly It is the spirit of innovation. Only by learning more professional knowledge, understanding cutting-edge scientific research trends and research methods, and combining your own thinking and innovation can you have your own research results. Whether you are a student or working, the requirements at this point are very important.

Question: What professional qualities should college students possess?

Answer: In terms of the most basic quality for engaging in a profession, a person’s “morality” is the prerequisite for entering the professional world. First: Loyalty. As the saying goes: "Attitude determines everything." Dealing with all aspects of work with a faithful attitude will surely lead to success. Second: integrity. Integrity is an essential element in dealing with others and an indispensable virtue in the profession. The content covered by the word "integrity" cannot be achieved in a short time, but can only be achieved after a long period of hard work. As the saying goes: "One hundred years of speech, one thousand years of integrity." Third: Hardworking. Regardless of whether the official affairs are big or small, simple or complex, work must be done diligently, practically and meticulously. Be able to endure hardship, be good at doing things, do not be lazy, do not avoid, and do not shirk responsibility. Fourth: Humility. In dealing with others or colleagues, success comes from humility and joy. Humility is the opposite of pride. No matter in social life or in daily work, we must be rich and not arrogant, poor and not humble, do things with heart, and treat others with humility. College students who are new to the world must keep in mind the ancient adage that "ill-gotten gains are not allowed."

Q: What opinions and suggestions do you have for contemporary college students?

Answer: Contemporary college students must cultivate their own good psychological quality. The level of a person's psychological quality will often be more fully reflected when he faces failure. In college life, you have to try something you have never done before. If you succeed, everyone will be happy, but what matters is how you face failure. Failure is painful, but the length of the painful time is completely in your own hands. Facing failure, becoming more frustrated and courageous is always the choice to succeed. Therefore, college students should consciously cultivate their ability to withstand failure, treat failure correctly, and regard failure as a necessary step towards success. Nowadays, social pressure, work pressure, and life pressure are all very high, so you must have a good psychological quality. The second is social skills. The main task of college students is to study, but this does not mean that learning is the only task. If you only focus on learning and ignore the cultivation of other abilities, it will cause "malnutrition". University is actually a small society. One of the important reasons why the two of them are human beings lies in their social nature. Therefore, various contacts with society are inevitable. This requires college students to have relatively good social skills. Modern society emphasizes cooperation ability and team spirit. To this end, college students should pay attention to handling their relationships with roommates, classmates, counselors, and teachers and students from other colleges in their daily lives.

Q: What are your expectations for students majoring in Chinese medicine?

Answer: Work hard to learn professional knowledge and promote the cause of traditional Chinese medicine. For you students majoring in traditional Chinese medicine, the development of traditional Chinese medicine must be combined with science.

Through this interview, I learned a lot of principles of life. Before entering the society, we college students must make a lot of preparations and exercise their abilities in all aspects, so that we can play such a big role in society. Gain some advantages in the environment and make greater contributions to the promotion and development of traditional Chinese medicine.