Accurate strategic consulting and marketing innovation solutions based on gene data of cancer patien

Source: Market Research Association official website  http://www.cmra.org.cn/newsshow.php?id=178

Thank you! Comrades are still half back, I feel very good, much better than I thought. Today I am going to share a piece of data with everyone. The colleagues in the morning shared a few pieces, very good. Especially in the morning, BMS colleagues shared his new strategy about competitive strategies and some new doctor recordings. Including the morning, there are colleagues who talked about the analysis of the vast market. The theme I talked about is somewhat connected with these two. I am a deeper level.

Let me first talk about this data. I am talking about a data source. The Watson gene is a genetic testing platform based on genetic testing. The front end is mainly to make a recommendation for the genetic testing project to the doctor. At the rear, we will have a lot of cooperative companies, such as the genetic testing laboratory. Watson is such a company. He is a listed company, and in the entire Internet field, he is called the genetic testing section in the Ministry of Public Security. The stage of the map should be in a monopoly position. It was only a decade ago that we slowly turned to the field of medical science, which is probably such a background company.

All the data is based on the platform called Golden Glass. You can scan this code on the spot. All our cases are displayed through such a platform. Up to now, there have been 330,000 cases of cancer patients on our platform. The tumor cases of these 330,000 patients are increasing at an increasing rate of 1000-2000 per day. This is the database of our tumor cases. In addition, we now cover more than 2,700 hospitals, all of which are done by doctors on the Golden Glass platform. Registered doctors I remember the last time I discussed with colleagues in the data center. In August, our registered doctors had only about 40,000 doctors. Up to now, we have nearly 60,000 doctors, so the growth rate is very fast. .

At the same time, our sales team, at present, the sales team has about 300 sales teams, doing marketing work in the early stage. Looking at it now, the growth of our doctors has simply made a distribution map for everyone. The growth rate of all the doctors just mentioned may be about 5,000 doctors a month, covering more than 300 cities. Up to now, the 2,700 hospitals we have registered are also in the process of increasing. The entire incremental process is very steep and a relatively high rate of rise. It has a great relationship with the company's previous market input, market expenses and manpower investment.

I made a simple analysis of several different cancers. In the 330,000 cases, we can see more than 70,000 cases of cancer. Now all the cases are in the process of growth, what we have seen. The data itself and the data we have sampled ourselves, the real world data and the one we imagined are still different. Most of these cases are in the top three hospitals, and the top three hospitals account for more than 60%. The registered doctors are in different places. This is the distribution of doctors. The registered doctors are mainly in tertiary hospitals and secondary hospitals. .

The number of doctors as mentioned has just been mentioned. The top three hospitals are the main ones. The majority of the doctors are mainly based on the main doctors. We gave him the hospitalized doctor alone. Our case is the hospitalized case of the patient. When the doctor fills in his job title, he fills in the patient. This piece can be seen in the case of our entire data its typing and field, we see the basic information of the patient, all the fields are there. I have a basic display on the right side, like the information in this red box, it will correspond to my left side. All red places are my required fields, doctors must fill them out. For example, if we are very interested in certain fields and have great value to our market, I can adjust this paragraph and the data is flexible.

In the pathological examination, we did different tests, including tumor markers, including imaging, blood tests. The entire treatment plan can be seen below. We also made a brief introduction. For different chemoradiotherapy, targeted, including endocrine therapy, we have different databases and have a very detailed presentation. This is a brief introduction to our simple genotyping. We have several very important experts, including data modeling, including artificial intelligence, including members of these expert groups on the genetic side. This is the form of the entire database presentation, as well as the contents of the database, as well as the members of the database, I will probably make a brief introduction.

This picture is very familiar to everyone, and often sees such a picture. In this picture, we can see that sometimes we are doing the process, we see on the left side of the picture, he is doing the genetic test when we usually do, we make a phase II, three In the fourth period, for the customer, he believes that his important customer group is in Phase II, Phase III, and Phase IV is not his important goal. Because the fourth-stage patient is already in advanced stage, it is of little value to him after using his targeted drug. Or soon this patient will die, the effect of the drug effect will play a negative publicity, so the first two or three issues is actually a very important target customer group. But from the right side of the data is the situation in our real world, the whole three phases accounted for 25%, the fourth phase accounted for more than 50%, but here we mentioned the prescription of targeted drugs, in the fourth phase is 11%, In the third period, only 3.4%, in fact, for the customer, his important hope is that he will have 7-10% of the prescriptions in the third period. In the third phase, we extracted more than 6,700 tumor patient databases to see the sample. The amount is large enough. It can be seen that only 3.4 of its prescriptions have been prescribed, and the ratio of 10% is still nearly 7%. Others we want to get, what prescriptions have they made at 6%? If we increase the proportion of its market from 3.4% to 10%, what can we do to improve? The data can be well represented, including its treatment options, including all other drug brands that doctors prescribe.

This picture gives everyone a second share of our data. You can think of that point as a city, called a patient in a prefecture-level city. A colleague of our morning mentioned that she is talking about the county market. We are talking about the peripheral market. When the patient is sick, his habits, he must have the need for nearby treatment. For example, in the county, he may go to the county hospital to see a doctor, do a first examination, and then diagnose that he is a cancer patient, and then he may go to his upper level, such as a prefecture-level city or another On the upper level, save the tumor, go to the next level, it may be to the first-tier city, like the north swollen to see a doctor. But when he first started his first act, he must have done such a treatment from his nearest city. Then go to the core hospital around him and then go to a higher level hospital to see a doctor. This is probably the case.

In the morning, the colleague said that during the doctor's visit, at the beginning of the patient, during the first illness, he did not have such a concept and did not have a deep understanding of the disease. He may be a panic, or he does not have much knowledge of the disease at this time. We made a big guess at the time. If there were other than the core market, such as the first-tier cities, or other places outside the provincial cancer hospital, we would call it the external market for a while. Is this peripheral market a big market? ? Is there a lot of potential? We made a hypothesis at the time, and we did a pilot in the three places of Shandong, Anhui and Zhejiang. We used a few representatives to start pushing. What hospitals do we have in the non-core hospital market, what is it going to do? The representatives on our side mainly do these representatives of genetic testing, and there are about three hundred representatives. After I did this kind of pilot, let him push it, and these doctors who are relatively prefecture-level cities, even county-level cities, or non-core markets, recommend genetic testing. At the same time, he was given targeted therapy, because colleagues in the morning said that the characteristics of doctors in county-level hospitals are not very good, even if there is such an idea, there is no good medical treatment. Our project was implemented only in late June of this year. So far, almost our targeted drug sales work is growing at a compound growth rate of 166%. This is the case of the sale of drugs.

At the same time, we also saw that the economic level of the two places is not the same when compared with Anhui and Zhejiang. However, in the purchase of targeted drugs, there is no significant difference due to different economic levels. When patients buy medicine, they have little to do with the personal economic level and the economic level of the city. The market we call the peripheral market is to draw such a conclusion. At the same time, in the short period of three months, we found that more than 30% of all the pilot hospitals have reached stable prescriptions, which is the data of the entire hospital sales. In the early stage, I have done market analysis, the vast market is good, and the external market is good. During the whole analysis process, we don't talk about the previous colleagues. Several colleagues in the company have already explained it well. Even if I did my job, I did a practical test of all the previous consultations and research. From several aspects, the first one, in the peripheral market, what I call the periphery, except our front line. In addition to the large hospitals in the city and the provincial cancers in various provinces, the rest are called the external market. The patient himself, when he first fell ill, was psychologically vulnerable, psychologically speaking, he was fearful. But his knowledge of the disease is blank. At this time, doctors do things, these peripheral market doctors are lack of treatment programs, and his knowledge of targeted drugs and genetic testing is also lacking. When our representative pushed him to push these things, he was very interested. We did a test at that time, not because of the promotion of a representative like Watson. I believe that these doctors are really exposed to targeted therapy, and it takes at least three years to actually get involved in genetic testing. Now they use it. From the manufacturer's point of view, the first time the patient is examined, and the first time the patient is diagnosed, the doctor's or patient's education promotion and some information promotion are actually carried out. Make our market a front-end process.

Going forward, go to the front end of the process, because the whole patient is like this, first from the prefecture-level city or county-level city for the first visit, the upward transfer is such a process. Our step in his first visit, or the first inspection process, may be a good opportunity for us. This is just mentioned. Based on the analysis that we have just done before, the entire peripheral market and the core market, you can think about it, maybe it is also very important.

The company did not deploy such a person according to the distribution of the hospital or the level of the hospital. We made such a deployment based on the population density. In the first step, the patient's visit is important. According to China's population density, our sales representative has been re-deployed. What is our deployment like? On the left is the population density, on the right is the sales representative coverage, and every 2.6 million people cover one representative, which is a principle covered by our representatives. In 2017, we will have 500 representatives across the country to make such a nationwide coverage. Specifically, we should call the information officer. Because we don’t sell drugs, we have new patients appearing every moment. We know where each new patient in the hospital appears, and even one of the attending doctors has such a Patient, we are called information workers.

In the previous period, we got such a picture. In the previous three months, during the entire sales process, we only invested 8 representatives. Later, we started to expand and now more than 50 representatives have invested in this project. At the end of 2017, we will reach 500 representatives. The overall sales situation should increase from 30 million this year to 300 million next year, just the target drug sales. This is what I want to mention. This is an exploration of all the accurate marketing services for cancer data we just talked about. In fact, today is just a process of exploration, but we have some actual sales data.

For such a large amount of data, it is now 330,000 patients. Maybe next month, I think we will see the growth rate of one to two thousand patients per day. We may cover it at the end of 2017. Nearly 90% of cancer patients in the country. There are many other applications for this data, such as a project for the clinical trial of a cancer patient, or a project for cancer patient education, diagnostic screening. There are also services like referrals for tumor referrals, and some of the services in this area are very important. This data comes from the real world. There are many other directions. If you are interested in this data, we will have no problem discussing it. This is what I want to say today, thank you!