Ballett complete the distribution of hemodialysis industry chain into mobile medical field

In the war, the surprise is often the way to win, and the internet era, fast people one step is to occupy the market magic weapon. When traditional enterprises encounter the rapid development of the Internet, collision is inevitable. As a commitment to monitor the development of medical device enterprises, Bao Wright Homeopathy, launched this July 23, the introduction of childcare treasure-the company's first wearable medical device products, become its involvement in mobile medical field of the first "sharp knife."

It is noteworthy that, "Daily economic News" reporter (hereinafter referred to as NBD) from the Yan Kingyuan, chairman of the Bao Wright, as a small and medium sized enterprise, the development of mobile medical territory is not "Shang", the company relies on the monitoring instrument, has become the current a-share listed companies in the blood-permeable industrial chain layout of the most complete enterprise. In the case of monitor and hemodialysis as a solid backing, the company's development in the field of mobile medicine will be very comfortable.

What does the industry analyst think and evaluate as the first wearable medical equipment product of the treasure Wright?

First, this wearable medical device is a good attempt by Wright, an industry analyst said. From the product positioning and positioning of the market can be seen, very targeted, if the appropriate promotion in conjunction with the method, very promising, can be used for the company in the field of wearable equipment to lay a solid foundation for development. The next step is to see how the Treasure Wright develops new products. The industry knows that the substitution of Internet products is very strong. As a result, the outside world will pay attention to how the Wright maintains its technological superiority and how to keep ahead of the product's speed. If the Ballett first product can find the right way to quickly scale, it can also well exercise its supply chain. The subsequent continuous introduction of new products, it shows that the company's wearable products have been able to occupy the market. ”

In the big data age, how to use the temperature and other data. In this regard, the analyst said, "in the big data management, as well as the follow-up excavation aspect, first is the data obtains, then is the big data management, finally is transforms the management data to the application result." I don't think the company will be able to get involved in big data management too soon, but it offers a possibility. ”

In addition, for Ballett to seize the opportunity to layout the blood through, has completed the entire industrial chain construction. The analyst said, "Blood through this piece, the company has not yet seen too much profit." Of course, this has its reasons. This year, the company is still in the assessment of share and income of this piece of indicators, did not go to assess profit indicators. The company's entire blood-penetrating business is now an input period, in the stage of input greater than output, the market has been fully anticipated. Overall, in the past two years, the company in the old business in the self-restraint, new business in the stage of cultivation. Specifically, the company mainly rely on dialysis powder, dialysis fluid contribution to income, future supplies this piece will certainly rise, the machine is more or investment, so the profit contribution is certainly not so much. At present, in a a-share listed companies, Bao Wright blood through the industry chain is the most complete, industrial chain to do after all, each link can produce synergy. ”

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Layout Mobile Medical

Infant temperature monitoring Product positioning accuracy

NBD: Mobile medical products are emerging in the market, why does the company choose "Childcare Treasure" as the first product to be dressed?

Yan Kingyuan: Our first thought is to find a breakthrough. Products must have a fixed consumer population. China has a new birth population of 15 million ~1600 a year, and after relaxing the "child" policy, it will increase the number of newborn infants by 1 million ~200 every year, which is a very large crowd. So the market is very large, and ordinary people are willing to spend money for infants and toddlers.

The second is to solve practical problems. Children are in the 6 months after birth, weak resistance, easy to produce exogenous diseases, and the main symptom of this kind of disease is the body temperature change, if the temperature management is done, can monitor children's some dangerous situation.

Third, the layout of the industry has not done, with a number of innovative products. Currently there are few temperature monitoring products for children in the market.

NBD: What are the advantages of childcare treasure?

Yan Kingyuan: At the end of last year, we began to exert our force on wearable equipment. A successful wearable product should consider the following factors: first, whether the technology is mature, can be developed, software, etc. is practical; the second is to do out, the supply chain is not able to "play turn"; three is can sell, products must have their own channels.

The reason why there is no enterprise development in the previous years is that there are several technical problems that cannot be solved. After analysis, we have advantages in this respect. First, a few years ago, many manufacturers can not solve the problem of mobile interconnection, and now with the rapid development of mobile terminals, mobile interconnection problem is also solved.

The second is the hardware of some technical problems can not break through, such as low-power, traditional Bluetooth 2.0 technology products Power consumption is relatively large. In the last two years, with the fast development of Low-power Bluetooth 4.0 technology, this problem has been solved. In addition, there are many chip manufacturers, in particular for wearable products designed some special low-power chips. These are combined with our advantages in the monitoring equipment, the technical feasibility.

NBD: What are the advantages of wearing medical equipment?

Yan Kingyuan: The concept of mobile medicine was first put forward by IT companies, but when they put forward the concept, it is relatively difficult to achieve the product landing. And we define wearable medical devices as FMCG in medical products. Of course, it and other FMCG products are not the same, medical grade FMCG, update speed relative to the traditional fast products or relatively slow. First, the product needs to pass the relevant departments of the audit, registration, and then the product also needs to reach the medical level of accuracy and professionalism. In addition, our products belong to the family use type, so we need to carry convenience.

NBD: What is the supply chain of childcare treasures?

Yan Kingyuan: The mobile medical supply chain is also unfamiliar to IT companies or internet companies.

In terms of product production, this kind of enterprise traditional approach is outsourcing, but not only the cost of outsourcing, product failure rate is also relatively high, in addition to OEM manufacturers on time delivery; In addition, from the downstream sales, if you can not grasp the channel, the sale of products in the market is difficult to be guaranteed. This will eventually lead to order volume can not be stable, product output and quality can not be guaranteed to form a vicious circle.

For example, some Internet products, just beginning development, many manufacturers ignore it, once in six months or a year after the amount of promotion, many companies are willing to provide supply chain, or even a special production line. Many it start-up companies, it seems very simple, just give the product to others, but in fact it is very difficult to make a good product.

We are a building in Zhuhai factory is used to produce, but also can expand capacity at any time, it can not be entrusted to the third party processing. In the production cycle, if you do not consider material factors, equip a product for a few minutes can be done. Mainly consider the order cycle, there are a few IC may need to set early, probably need to spend several months, the continuous order does not exist this problem.

We took a lot of effort to do this product well. For example, patches, before the outside to the professional factory to do, and now we have their own SMT machine. Although our product is small, there are serial numbers, but also written in the software, not only for anti-counterfeiting, but also to facilitate after-sales service including maintenance, maintenance, upgrades and so on.

NBD: The success of a product not only to do well, but also to sell well, ask the company in the sales channel is how to prepare?

Yan Kingyuan: We believe that the medical products in the FMCG belongs to the mass consumer goods, so at present, the most suitable childcare treasure online sales, but we still hope to be online and offline development. Online we mainly in their own official website, "micro-kang" on sale, in addition to the Beijing-east, the cat and other electric platform are also prepared, as well as some of the professional online pharmacy, maternity supplies shop, etc. are also concerned.

Offline use of our good cooperation with the hospital, for academic promotion, in addition to pharmacies, maternity supplies stores, kindergartens, etc. will also be promoted. The company will also cooperate with a number of ancillary product manufacturers.

NBD: How does the company take advantage of the accumulated mass of user temperature data?

Yan Kingyuan: Our main function of this product is monitoring, if the development of monitoring functions need to cooperate with some manufacturers, the future may have such products available, not only temperature, but also can play a role in nursing.

As far as the current product goes, it records the data that is being monitored, such as your child having a fever, and you want to see the changes in his previous temperature. This data has been uploaded to our backend cloud server. In addition, you can record some events, such as what to eat at a certain time. These are included in the concepts of temperature management, health management, etc.

It is worth mentioning that we have also provided health questions. Children have a fever, how to do diarrhea, etc. can be questioned, we have a specialized hotline.

NBD: What is the company's development strategy for wearable medical products?

Yan Kingyuan: The first product to quickly spread out, the rapid establishment of customer base, the establishment of traffic, this is the first product development ideas.

Then we want to put money into the market, to form a virtuous circle. And this is what the company will do in the near future, it probably takes about six months. It can be said that, six months later, in all major cities, major offline hospitals or pharmacies, consumers should be able to see our products, and online all major pharmaceutical stores or medical equipment stores will also appear in our products. In fact, in 1 years, we can not sell this product hundreds of thousands of to millions of units is not a success.

Our wearable equipment has four development directions, one is for children, the other is for women, third is for chronic diseases, four is in the direction of breathing sleep and research and development.

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Consolidating the main business

Complete the distribution of hemodialysis industry chain

NBD: In the company's development process, if you gamble with new areas and ignore the main business, often will appear outweigh the situation, only a solid rear base, can focus on the development of new businesses. As an important way to prolong the life of patients with chronic kidney disease in the middle and late period, hemodialysis therapy has been accepted by more and more patients. Ballett as the current a-share listed companies in the blood-permeable industry chain is the most complete enterprise, has quietly completed the blood-through industry planning layout.

So what is the current development of the company's hemodialysis business?

Yan Kingyuan: In the blood of this business, we do invest a lot, now is the investment period, but also the harvest season.

First from the blood through supplies, the company now has two dialysis powder plant, located in Zhuhai, the plant is also renovated, will soon be produced.

Second, on the marketing side, the original mainly rely on sales channel marketing, now the company headquarters is also in the marketing development, organized a marketing department for capacity digestion. This is because the company's capacity is growing, the original sales channels to sell their products, capacity expansion, the need for the company's headquarters to share some of the marketing pressure.

Second, from product line and dialysis, the company's samples have been developed, now in the purification workshop, a variety of approvals, certification after the beginning of clinical, and finally obtain registration certificate. The company expects to be able to get the relevant documents at the beginning of next year, so that we can complete the layout on the supplies. In the dialysis machine, in addition to the Chongqing Zhongtai, the Wright's own development of the machine should soon be able to obtain certification, is expected to be two months to get, the exact time to see the progress of the expert review. So the company's equipment can also slowly enter the market, from machine equipment to supplies, the company's entire blood through the chain of product line gradually improve, then only how to work overtime production, how to improve capacity.

NBD: At present, hemodialysis is very much concerned about the capital market, then the company's entire blood market to assess the future development?

Yan Kingyuan: About the blood market, the current China's real dialysis is also 300,000 ~40 million people, but Japan to do dialysis also has 300,000 ~40 million people. In Japan, patients who need blood dialysis can live 10 or even 20 years more if they do well and accumulate a lot of patients.

The number of people who have begun to bleed in our country in recent years has been increasing, and it can be said that the population of hemodialysis within 10 years will only increase and not decrease, and in the case of prolonged life expectancy, it will increase the total of dialysis. With the improvement of medical conditions in China, the patient may have been undergoing dialysis for only 5 years, now or in the future may be extended to 10 years.

In normal circumstances, the patient two days dialysis, the most ideal, but now our situation is that some patients three or four genius to dialysis once, and in the use of dialysis, only the use of low circulation, rather than high turnover, the purpose or save money, so these aspects have a huge space for ascension. In addition, in terms of complementary drugs, not enough, such as patches. In addition, the relevant nutritional drugs are not enough.

Of course, we also want to see, although the company is not worried about the source of the disease, but now this business for enterprises, money has become less easy, because this is not an explosive growth of the industry, profit margins will be relatively low, can be said than the company's custody business is still low. But in the long run, it will be a very stable income for the company. This is how we do the blood through the industry. In addition, since the company realized that this is a long-term profitable, and stable profit plate, the natural long-term and stable investment.

NBD: What are the channels and sales of this company?

Yan Kingyuan: I have just said that the company has moved slowly from the big investment to the harvest gradually. The company's big strategy will not have major changes, the strategic layout has been basically completed, now is a number of tactical "fill in the blanks."

The so-called tactical "fill in the blanks" means that we will be appropriate to participate in the establishment of independent blood dialysis center of such facilities, but a large area of blood dialysis center, and completely through the company itself, it is unlikely. The first is that the company does not have so much medical resources, but the company will properly participate in the establishment of their own terminals, others do not buy my machine does not matter.

Another "fill in the blanks" is the company with existing, good channel business cooperation, through cooperation as soon as possible to the company's products to the hospital. Finally, with the company's equipment production, will strengthen and hospital cooperation, the establishment of "cooperative" blood through the center, attention is not "independent" blood through the center. For example, we provide equipment to hospitals, mainly through leasing or free of charge, but we can earn the cost of supplying supplies, so that the company is "bound" to the hospital, and the cost will be higher if the latter wants to enter.

In addition, sales, the company's sales staff is not too much, we did not take tactics, because the current business model changes rapidly, today's advantage to tomorrow may be a disadvantage. With the hospital management more perfect, high-value supplies in the future will be tender, but also use too many people to promote.

NBD: How is the profit of this year's company blood-penetrating this piece?

Yan Kingyuan: This year the company's blood should be improved, and next year will be a harvest period. Overall, the previous period, including this year, is still in an investment phase. Now the concept of the company is also changing, first is the expansion of production, and we can sell other people's products. For example, our own dialysis machine has not yet been produced, users want to use other brands of products, we also sell to him. So our idea is changing. In addition, the company also formed a relevant channel, I believe that the second half of this year, the company's income will be significantly improved.

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Internal management

Using listed platform to promote incentive mechanism

NBD: In a company's development process, through the corresponding incentive policies will staff interests and corporate interests binding, will undoubtedly inspire staff enthusiasm, cohesion. In this respect, what are the plans for the company in the future?

Yan Kingyuan: At present, the company's incentive mechanism is still quite a lot. We are sure to use the platform of the listed companies, but now the public equity incentive, many companies are not too interested. First, if the previous year the overall market is not good, the enterprise to set a overall goal can not be achieved, the incentive targets are also difficult to do; second, the need for regulatory approval, the time is long; Finally, financial costs will be incurred, the company's financial impact. So to be comprehensive, we are not very aggressive in the equity incentive this piece.

Now some models, I think can be done, the company will also consider, for example, the mode of growth, if the stock rose well, the participation of these employees will be able to gain some income, but also for the enterprise to save some financial costs.

NBD: What does the company look forward to the future market value?

Yan Kingyuan: If the market value of the future Bao Wright is less than 10 billion yuan, I think the listing on the white. In fact, the market value of 10 billion yuan is not very difficult to achieve 200 million ~3 billion profit, more than 1 billion yuan sales can generally be achieved. Normally, 30~50 multiples of P/e are more normal for a growing company, regardless of whether the stock market is good or bad. If the enterprise can achieve 200 million ~3 billion profit, more than 1 billion yuan sales, such a company, 10 billion yuan valuation is not high. If there are some better, higher-growth products developed, of course, the valuation will be further improved.

At present, the company's blood penetration business value has not been fully demonstrated, wearable medical equipment is a very likely to generate explosive products, the next two or three years, may exceed the other two business. Other medical products, including in vitro diagnostics, molecular diagnostics, are also the direction of the layout we have been considering.

In general, the company does not make the business too complex, will be a step-by-step solid.