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The next outlet in the medical industry: tube service for medical equipment
- 2020-10-09-

The next outlet of the medical industry: after-sales service of medical equipment

In the past three years, China's medical device industry has faced a major reshuffle. The price of medical consumables has continued to drop. Every province has hospitals that are entrusted, and every province has hospitals that are shrinking the number of suppliers. Now hospitals are not only reducing drug price ratios, but also To reduce the ratio of consumables, hospitals are implementing payment by disease. What is more serious is the two-vote system for medical consumables, which improves the concentration of commercial distribution. The replacement of business tax with value-added tax and the 3rd phase of the golden tax will lead to more than 80% of small and medium-sized medical consumables and enterprises. Transformation or direct elimination. Under the influence of harsh market environment and policies, where is the next outlet for medical devices? The answer is --- After-sales maintenance services for tube services for medical devices.

Redesign, Profits Backward

After 2002, due to serious product homogeneity and fierce market competition, the transaction price of products continued to decline. In order to change this situation, well-known foreign large-scale medical equipment consumer enterprises represented by GE, Siemens and Philips keenly captured the core technology. , The supply of spare parts is controlled by the manufacturer, and the manufacturer has the initiative in the control of after-sales maintenance of medical equipment. There is no way for the hospital to bargain for the maintenance cost reported by the manufacturer. Because of the CT and MRI that cost tens of millions to buy, it is impossible to leave it idle. .As a result, the maintenance engineer team of GE, Siemens and Philips is getting bigger and bigger. The author Wang Qiang thinks that the hospital equipment department is constrained by the lack of manpower, lack of funds, lack of establishment, low salary and weak technical strength, and has gradually become marginalized in the maintenance market of medical equipment. It is the existence of the above elements that the after-sales maintenance of foreign well-known large-scale medical equipment consumer enterprises represented by GE, Siemens and Philips has become the main source of their profits.

Status Quo of China's Medical Device Aftermarket Maintenance Market

At present, the capacity of China's medical equipment after-sales maintenance market is 100 billion, 70% of the market share is occupied by consumer manufacturers, especially large medical equipment, and the other 30% of the market share is occupied by hospital equipment departments and third-party medical equipment maintenance companies.

Emphasis on procurement, light on prevention, light on maintenance" is a significant feature of China's medical device after-sales maintenance market. Hospitals are disturbed by problems such as tedious grade review work, lack of manpower in equipment departments, and expensive maintenance of large-scale equipment. At the same time, the safety inspection of medical equipment is incomplete. .Equipment running with illness, the effect is distorted will lead to 17% of medical malpractice.

There are currently more than 20,000 hospitals in China. In most 3A hospitals, the number of staff in the equipment department is generally around 10, ranging from computer and printer maintenance, to 4-dimensional B-ultrasound, CT, linear accelerator, digital stomach The repair and after-sale contact of high-priced complex instruments such as intestinal machines is the work of the equipment department. Based on a hospital with equipment assets of about 500 million yuan, the average equipment range managed by each equipment department personnel exceeds 50 million yuan. The number of devices exceeds 1000 units.

Lack of manpower, limited funds, weak technology, time and benefits (to fix the same fault, the professional company's accessories and tools are complete, it only takes 3 days, while the hospital equipment department needs at least a month for a series of processes from purchasing accessories to tool customization) Under this circumstance, 80% of the hospital's money can only be invested in the maintenance of 20% of high-end, large-scale medical equipment, while the remaining 80% of medical equipment cannot be maintained and maintained at all, and is left unattended. "Especially in small and medium-sized hospitals, if medical equipment is not maintained for a long time, it will increase the risk of surgery for patients and lead to 17% of medical accidents. This is why the Food and Drug Administration will implement Order No. 18 on February 1, 2017 the reason.

In the 1970s, many European and American countries have begun to use various methods and channels to manage the after-sales service of medical equipment. 50% of hospitals in the United States entrust the overall trusteeship of third-party medical equipment maintenance service companies. This measure gives hospitals The direct benefit is that the management efficiency has improved significantly, the service life of medical equipment has been extended, and the efficiency has also been improved. The hospital can "work lightly" and focus on the medical cause without the need to be "distracted" for these trivial matters. A large number of Medical equipment maintenance professionals provide professional services in the hospital. They maintain, maintain, and test the hospital machines every day to ensure that the medical equipment operates well.

At present, the maintenance methods of hospital medical equipment are as follows: one is to be repaired by the hospital equipment department, the other is to be repaired by the original consumer enterprises of medical devices. Organizations are further divided into three categories, one is a company that is an agent of medical equipment and has obtained the maintenance qualifications authorized by the manufacturer, and the second category is a company that specializes in medical equipment maintenance.

The third category is the company that provides overall maintenance and custody services for hospital medical equipment. The author believes that this type of company is essentially a maintenance industry platform, integrating the upstream and downstream of the professional industry chain as an industry platform, integrating hospitals, manufacturers, third parties , Complete the integration of spare parts channels, open up various joints in the maintenance industry, and form a complex and closed-loop service mode.

At present, the representative companies of third-party medical equipment and equipment maintenance agencies include Ankangli Medical, Shanghai Kedu, Shanghai Kunya, Shanghai Pharmaceuticals Sonnick, and regional companies such as Anhui Medical Star Medical, etc.

The medical equipment repair market is changing with the competitive landscape of the industry

In the past 3 years, there have been more than ten domestic brands of large-scale CT and MRI equipment, and there have emerged Suzhou Langrun, Shanghai United Imaging and other rejuvenated strengths, coupled with Wandong, Neusoft and other established manufacturers, Kangda Medical has joined hands with Hitachi to form a strategic alliance. Combining efforts in the fields of CT and MRI, Kangda Medical uses a strategy of high quality and low price to make the market price of MRI 2.0 less than 5 million. The author believes that GE, Siemens, and Philips are gradually shrinking in the medical market share, while their occupation of medical equipment maintenance The market is also being lost. Under such circumstances, domestic brands such as Suzhou Langrun and Ankangli Medical, a third-party medical equipment maintenance organization, form a strategic alliance to develop the market together. The State Food and Drug Administration announced in February 2016 The "Decree No. 18", which was implemented on the 1st, has ushered in a great opportunity for third-party medical equipment maintenance institutions to develop.

Order No. 18: Quality Supervision and Management Methods for Use of Medical Devices

The "Order No. 18" that the State Food and Drug Administration began to implement on February 1, 2016, that is, the quality monitoring and management method of medical device use is greater than the background of the introduction. The problem still exists; many hospitals ignore the maintenance and repair of medical equipment, and cases of patient injury occur from time to time. The author believes that Order No. 18 has passed strict quality inspection and management requirements, strengthened maintenance and repair management, and improved the transfer and donation management of medical equipment in use. As well as strengthening classification supervision and reputation supervision, etc., urge medical device users to establish and implement a medical device utilization management system that covers the whole process of quality management. The promulgation of Order No. 18 further enriched the medical device supervision and management regulations. It is of great significance to monitor and manage to ensure the safety of equipment.

The significance of the promulgation of Order 18 can be analyzed from three aspects. One is that the supervisory party proposes detailed and detailed recommendations on the procurement, acceptance, storage, use, maintenance and transfer, monitoring and management of hospital medical equipment, as well as the legal obligations that medical equipment operating units should undertake. Detailed rules, monitoring and management of medical devices throughout the whole process. 2 is to improve the management of medical device transfer and donation and to strengthen classified supervision and credit supervision. 3 is the country to break through the monopoly in the top-level design of the industry. The after-sales service company takes the legal position of the maintenance and care of hospital equipment, and its purpose is to make the market more competitive, benefit the people, and benefit the hospital.

The overall custody plan of third-party hospital equipment assets is the trend of future development

The overall trusteeship plan for third-party hospital equipment assets will become the trend of future development: First, because the hospital has to sign maintenance contracts with each large equipment maintenance provider separately, the management cost is very high. The overall trusteeship can reduce the hospital by at least 10%. Percentage of equipment management costs.

2. Because in the equipment purchase and maintenance market, a single hospital has always been an independent subject and cannot enjoy the "scoped" price concessions. The advantage of overall hosting is that the author believes that in addition to equipment maintenance, it can provide more professional services. In addition to the services provided by the company, due to the resources of many hospitals, companies that provide hosting services can have more negotiating rights in the procurement of equipment, thereby obtaining lower procurement prices.

3. The overall trusteeship service company has changed the previous price game between the hospital and the third-party maintenance company. The third-party hospital equipment asset overall trusteeship plan enables the hospital and the trustee to have the same purpose: to maintain the daily operation of medical equipment. And reduce the failure rate, prolong the service life of medical equipment, and improve efficiency.

The implementation of the overall custody plan for third-party hospital equipment assets is divided into the following 4 steps:

The first step: the custodian establishes electronic files for all medical equipment, that is, all information will be placed in the electronic system and will not be lost.

Step 2: The entire system tracks and records the management process. This system also has a mobile APP, which is convenient to use after working with the mobile APP. The advanced information management mode enables all equipment data in the hospital to be documented and maintained. The maintenance can be tracked in the whole process, and the operation status of all equipment can be better monitored through the system's work prompts and periodic information warnings.

Step 3: Enhance the safety management of medical equipment in the hospital. The asset management software can automatically generate the maintenance time of each medical equipment every year. The system notifies the station engineer ten days in advance, and the engineer regularly maintains and maintains the medical equipment in the hospital. , testing, to ensure that this equipment is in good operation. At the same time, it forms a strict system and system in terms of maintenance, maintenance, inspection, measurement, quality control, and benefit analysis, which can fully guarantee the daily operation of hospital medical equipment.

Step 4: Strengthen the separation of internal and external training of the hospital. The trustee can invite engineers from 3A hospitals such as 301 Hospital to the hospital for training, and can also organize the hospital engineers to regularly go to Shanghai for training. Professional application training will be used to improve equipment. Use efficiency to better improve the level of hospital diagnosis and treatment.

The overall custody plan of hospital equipment tube service assets is actually a package solution for intelligent, digital, efficient and professional management of the entire life cycle of hospital medical equipment tube service assets. It involves equipment maintenance, hospital equipment selection, The overall management plan of equipment application training, new project development, equipment replacement, equipment leasing, etc. The author Wang Qiang believes that its basic core is to relieve the pressure of the hospital in equipment asset management, so as to release the hospital's operational efficiency in medical services. This requires service providers to have technical storage, human resources, network distribution, capital raising, spare parts channels, Internet technology and other capabilities. "Saving trouble, time, worry, and money" is the result of implementing the overall custody plan for hospital medical equipment assets .

The development trend of the medical equipment maintenance market in the future

Since 2013, large-scale radiological imaging companies have launched image cloud, and the maintenance of medical equipment also has a cloud after-sales service platform. Relying on the Internet and big data, it has opened the "cloud after-sales service" period.

Kangda Medical, which makes large-scale radiological imaging and oral products, has an IoT-based traceability system that covers the product life cycle. "Each whole machine consumed in the future will be a node of the Internet of Things, and the company can monitor the equipment on each node. Even every component on the equipment is being monitored to monitor the operation status of the medical equipment. For example, if the CT tube has been exposed 150,000 times, the engineer will check and maintain the CT tube in advance, update the aging parts, and renew it. Provide a good working environment for the core of the tube core, thereby prolonging the service life of the tube, thus completing the remote after-sales service, and providing a technical guarantee for the monitoring and supervision of the equipment.

At the 77th CMEF exhibition held in Shanghai, GE Healthcare first launched a medical equipment management application based on the "cloud" platform - "Asset Cloud Butler". GE Asset Cloud Butler manages GE's corresponding maintenance, dispatching process and the hospital's own needs management system Separate and optimize such a management platform. Through intelligent optimization data analysis in financial, operational, and clinical aspects, assist hospitals to optimize the equipment and equipment maintenance of medical equipment. Assist doctors, assist hospitals to improve efficiency and reduce operating costs.