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Health Vision Enterprise offers professional consulting and product commercialisation services primarily aimed at foreign pharmaceutical companies wanting to enter the China market. We specialize in the ENT (ear nose and throat), respiratory, and surgical areas. Our commercialization platform delivers end-to-end solutions including feasibility studies, product registration, price management, hospital listing, brand management, distribution management, and tailored solutions for strategic growth.

  • Feasibility Studies
    • Entering the China pharmaceutical market requires a significant commitment in the form of financial, technical, and operational resources. Whilst desktop data explaining the macro-economic factors in China is relatively freely available, Health Vision Enterprise focuses specifically on the relevant micro-economic factors in evaluating market opportunities and threats. Our feasibility studies typically include a review of the following aspects:

      1. Product Demand – when evaluating product demand, we conduct research into areas such as prevalence rates of the disease, patient awareness levels of the disease, treatment options available, and the patient’s acceptance levels of the proposed product.
      2. Competitive Landscape – when analyzing the competitive landscape, we review direct and indirect product competitors in terms of their comparative strengths and weaknesses, their pricing and promotion strategy, and their coverage.
      3. Patient affordability – when assessing patient affordability, we investigate the likelihood of attaining a reimbursement listing for the product, as well as consider the user’s absolute affordability, and their price sensitivity.
      4. Product access – when measuring product access, we identify the optimal distribution channels, and consider the potential number of distribution outlets such as hospitals, pharmacies, and private clinics, as well as identify the optimal distribution channels to employ.

      We have conducted a number of feasibility studies in various therapeutic areas for both mid size as well as multinational companies. These studies also include NCEs, biologics, and phytopharmaceuticals.

  • Product Registration
    • All drugs and class II and III medical devices launched in China require registration through the CFDA (China Food and Drug Administration). Health Vision Enterprise is an experienced partner in navigating this complex process and attaining a license to market your product in China. Our product registration process typically includes the following elements:

      1. Investigating whether your product can be registered in China.
      2. Assessing the strategic options available to accelerate time and reduce the cost of registration.
      3. Collaborating with you to prepare and compile the registration dossiers in Chinese for submission to CFDA.
      4. Identifying the CRO (clinical research organisation) to conduct the necessary clinical studies, and supervising the process.
      5. Communicating directly and working closely with the CFDA and its related bodies, especially the CDE (Centre for Drug Evaluation) committee, and the NICPBP (China’s National Institute for the Control of Pharmaceutical and Biological Products) throughout the registration process.
      6. Attaining key opinion leader support where necessary.
      7. We have achieved a 100% registration success rate for all products contracted to us for our registration services including biologics, as well as all products held in our portfolio under our exclusive distribution agreements.

  • Price Management
    • Price management in China is made up of the retail price approval and the tender bidding processes. The approved retail price is the maximum allowable consumer price for the drug, while the tender bidding price is the final price that a hospital pays for drug procurement.

      The price management process differs slightly for imported drugs compared to domestically manufactured drugs. For imported drugs, the first step is to obtain a retail price approval before entering the tender bidding process. Tender bidding is the process of tendering for the right to distribute your drug in the market. This is a complex and varying process that is done at each provincial level. Bidding only takes place once per year, or once every second year in some provinces. A committee evaluates each tender based on the drug’s quality and price as well as the number of generic alternatives, and only those drugs that are successfully placed in the tender list may apply for a hospital listing.

      Health Vision Enterprise’s respected reputation and established network with local distributors can play a vital role in lobbying tender committee members and promoting your product. Our significant experience raises the likelihood of achieving your target price and limiting the rate of price erosion. We have a dedicated team of experts that monitor the ongoing policy changes at provincial and national level to ensure that our strategies achieve your desired results.

      In the past four years, HVE has had an enviable 93% success rate in provincial tender bids with an average spread of 7% price variation for each product from province to province.

  • Reimbursement Listing
    • There are several government reimbursement drug lists in China. The primary advantage of a listing is that it creates a more accessible market for the drug because it is dispensed for free or at a subsidised price to the patient. Not all drugs make it onto a reimbursement drug list, and some may choose not to depending on brand strategy.

      The Essential Drug List (EDL) is compiled by the Chinese MoH (Ministry of Health) and is made up of drugs that are deemed to be essential to the healthcare system. This list reflects treatments for at least 65% of the most common illnesses in China, including Western pharmaceuticals and TCMs (traditional Chinese medicines). These drugs are reimbursed 100% by the national government. The EDL is updated only every three to five years with the most recent release being March 2013, listing only five hundred and twenty products.

      The NRDL (National Reimbursement Drug List) is compiled by central government agencies including the NDRC (National Development Reform Commission), CFDA, MOHRSS (Ministry of Human Resources and Social Security) and MoF (Ministry of Finance). The voting committee members are made up of experts from pharmaceutical, clinical, health economics, disease, and pharmacology opinion leaders. This list is only updated every four to five years. The NRDL is made up of “A” list drugs that mostly constitute older generic drugs reimbursed 100% by national government, and “B” list drugs that tend to be more premium and innovative drugs which are partially reimbursed between 10% and 90% by provincial or national government. Every two to three years, each province is allowed to substitute up to 15% of the “B” list drugs with other products that better suit their local disease trends and needs. The most recent NRDL was released in 2009 and included one thousand one hundred and sixty four Western pharmaceuticals and nine hundred and eighty seven TCMs.

      Products that do not make it onto the NRDL can still be listed on the PRDL (Provincial Reimbursement Drug List), but each provincial listing has to be done individually. PRDLs are compiled by provincial government entities including the price bureau, the provincial financial bureau and the provincial bureau of the MOHRSS. The review committees are made up of key opinion leaders from the clinical, pharmacy, health economics, and pharmacology fields. In addition to being able to substitute 15% of provincial “B” list drugs, each province may utilize its own budget to support the reimbursement of additional drugs. Therefore, a PRDL may contain more drugs than the NDRL. Provincial “A” list drugs on the other hand are fixed nationwide, and may not be altered by provincial governments.

      It is important to note that pharmaceutical companies have no direct input into the compilation or approval of any reimbursement list. However, through our trusted and established network, Health Vision Enterprise can play a crucial role in facilitating a listing. We work closely with key opinion leaders in the relevant areas to raise awareness and lobby for your product amongst the reimbursement selection and approval committee members.

  • Hospital Listing
    • Hospital listing is the process of adding your drug to each hospital’s formulary on an individual basis. This is a crucial step for drug commercialisation because only those pharmaceuticals that are hospital listed can be purchased and dispensed by the hospital. Hospital listing usually takes place only once or twice per year and is managed by an internal committee who recommends which drugs are required by their various departments. Our established network and use of key opinion leaders can be crucial in lobbying hospital administrators and physicians to advocate for your drug inclusion in the formulary. To date, we have achieved listings in five thousand nine hundred and ninety eight hospitals across China.

  • Brand Management
    • Health Vision Enterprise prides itself on transforming quality products into leading brands across China. We apply an integrated marketing strategy, mixing and matching marketing tools where necessary to maximise brand equity. We employ a team of over two hundred sales representatives that directly market to around two thousand targeted hospitals in nearly one hundred and fifty cities across China. Together with our extended network of strategic partners, we reach out to over ten thousand hospitals, clinics, and drug stores by conducting marketing activities at all levels from a national level, cascading down to a provincial level, a city level, and even to smaller remote areas. Some of the key activities that we undertake in managing our brands include:

      1. Developing innovative marketing programs to enhance daily interaction between our medical sales team and doctors.
      2. Engaging key opinion leaders to develop training programs for doctors.
      3. Working closely with a network of key opinion leaders to speak at conferences.
      4. Participating in trade shows to further strengthen brand awareness.
      5. Conducting post market surveillance studies to evaluate patient response.
      6. Commissioning research companies to monitor share of voice.
      7. Using blue ocean strategy, we created a unique category for Gelomyrtol® during the first phase of its life cycle, achieving a national reimbursement listing and twenty years of double digit growth. It has since achieved a brand positioning and awareness level to open the possibilities for OTC marketing. In the surgical field, we established a prominent presence by gaining market leadership in the fibrin glue sector. We also transformed a nasal antihistamine into a brand leader and expanded the total category with a five year compounded annual growth rate of over 40%.

  • Distribution Management
    • China is the third largest country in the world, roughly the size of the United States. Imported branded pharmaceutical products have traditionally focused on the urban population found largely in the capital cities of each province. Urbanisation has seen rapid growth with more than 50% of the country living in growing urban classified areas. There are now around one hundred and fifty Chinese cities with a population exceeding one million people, although mostly still in the eastern lying areas. Health Vision Enterprise has entrenched a strong foothold in China through its network that includes some of the leading national distributors. Our continually growing network reaches out to every province in China including smaller cities and rural areas, and currently covers over ten thousand hospitals, clinics, and drug stores.

  • Tailored Solutions for Future Development
    • As China continues to grow at a speed never seen before, it is critical for a business to continuously adapt to the changing environment by developing and updating strategic plans that map out their future direction. Health Vision Enterprise has amassed nearly twenty years of presence in China. Our extensive collective experience can be leveraged to assist you in developing your China strategy. This may include advising on strategic mergers and acquisitions, joint ventures, or setting up local manufacturing plants.

      We have facilitated the acquisition and merger of a Germany pharmaceutical company, as well as the setup of a local repackaging project. These are the kinds of strategic advisory services that we offer our existing principals in growing our long term partnerships.