It's a day for a grassroots doctor. Get up at five o'clock in the morning, plant the land, clean up, and finish the farm work before you can see the villagers and neighbors. For them, although the variety of the national basic drug list will soon be expanded to 900 species, in their daily work, some village clinics may not see more than 50 kinds of medicines. Compared with the doctors of the top three hospitals in those big cities with superb medical skills, what bothers these doctors is more the most basic medical common sense: can you drink alcohol before measuring high pressure? Is insulin in the refrigerator door or in the refrigerator body? What is the difference between shortness of breath and tightness?
This is the grassroots. It is the most basic level of the health care system and the gateway for patients to enter the health care system, but at the same time, it is also the place with the most shortage and most uneven distribution of high-quality medical resources in China. In 2021, the No. 1 document of the Central Committee "Opinions on Comprehensively Promoting Rural Revitalization and Accelerating the Modernization of Agriculture and Rural Areas" pointed out that it is necessary to comprehensively promote the construction of healthy villages and improve the health level of grass-roots services. It also clarified the structural reform of the supply side of grass-roots medical and health services and accelerated the strategic position of achieving the goal of healthy China.
"Our mission is to keep high-quality medical resources no longer far from the grassroots." Liu Na, executive director and CEO of Yunque Medical, said that this sentence is not casually said, and Yunque Medical has a very strong sense of mission and deeper understanding of "quality" and "grassroots". The so-called high quality is not necessarily an upgraded service, it means first of all equal rights to health, that is, the same medicines as the city are accessible, testing is accessible, and the opportunity to raise health awareness is within reach.
Liu Na, Executive Director and CEO of Yun Que Medical
Yunque Medical is China's largest digital empowerment platform for primary medical care, with grassroots doctors as the core and doctor-patient education as the starting point, from prevention, diagnosis, testing, medication to follow-up, providing localized medical and health services for the whole life cycle of grassroots residents. Because Yun que medical services are grassroots township doctors, village doctors and community doctors, all at the county level and below, Liu Na has to go to the grassroots level in different provinces across the country at least one week a month to do garrison research. It is also because it is close to the grassroots, so that Yun Que Doctor understands the real needs of grassroots doctors, and then makes products that better meet their needs.
"Doctors often leave messages to us, some ask if we can ask the lecturer, so we gave birth to the 'medical assistant' service; there is hope to ask the superior doctor for advice on medication problems, there are consultations on chronic disease management issues, let us provide health management services for insurance companies, firmly in accordance with the idea of hierarchical diagnosis and treatment... In short, we do what grassroots doctors need. In fact, it is not a new concept, the key is whether it is done in an innovative, grounded, and firm way. Everyone craves health, and it is the most basic guarantee of life flash. Liu Na said.
In 2015, Liu Na entered the field of Internet drug sales. At that time, pharmaceutical e-commerce was still in the era of ABC certificates, and everyone did medicine, consulted, received medical insurance, and gradually extended to services. Although the words mentioned most by peers at that time were "big three" and "famous doctors", according to Liu Na's observation, if you want to do services, "famous doctors" actually have no time. In search of more health service providers, Liu Na went down to the countryside to live for a month. It was also from then on that she came into contact with the group of rural doctors and paid attention to the strong demand for medical and health management in the grassroots market. "Slowly we began to understand that to do medical and health services, we must have a doctor. But where is the doctor? At the grassroots level. ”
Coincidentally, at the same time, WUXi AppTec, the head company of CRO, is intent on creating an overall empowerment platform that links grassroots doctors. At that time, WuXi AppTec's R&D pipeline had been scheduled for 2 years, but how to accurately find patients became a problem for them to think about. Should we look for it temporarily in the top three hospitals, or should we look for it in the daily health management of grass-roots doctors? In order to explore the answer to the question, in 2016, WuXi AppTec invested in the establishment of Yunque Medical Technology (Shanghai) Co., Ltd., which focuses on primary care, which also attracted Liu Na to join later.
"Many people choose the top three, but the group of people who like the grassroots people is like." Liu Na said.
If you want to do Internet medical treatment, it seems that you can't do without medicine. From the day she joined Yun Que Doctor, Liu Na has been firm that Yun Que Doctor will not take the road of drug supply. "Internet drug sales are neither, nor should it be, a high-gross margin industry, but even at the grassroots level, this business is already a red sea." In contrast, grassroots medical and health services are a real blue ocean market, so the choice of Yunque Doctor is not the drug supply chain, but the construction of the service supply chain. Liu Na said.
Based on this understanding, the positioning of Yunque Medical adheres to two principles - one is that the platform is to serve doctors, and the core users are grass-roots doctors; the other is that they want to do things that no one has yet done. In 2017, the Yunque Medical App was officially launched, becoming China's first comprehensive grassroots service platform focusing on the education, training and daily work management of grassroots doctors. In the following four years, the company has grown rapidly, and as of now, there are more than 2.4 million registered doctors, covering more than 390,000 medical institutions, more than 16 million C-end patients, and more than 91% coverage in second-tier cities and below.
When talking about how to achieve such a broad coverage within four years, Liu Na introduced that this is due to the company's "3I doctor empowerment" strategy. The so-called 3I refers to Information knowledge empowerment, Infrastructure capability empowerment and Incentive incentive empowerment. By helping grassroots doctors make up for the 3 "I' they lack the most, we will improve the technical level and service capabilities of grassroots medical personnel in an all-round way.
In the first three years, the main business of Yunque Medical is to recruit new and empower grassroots doctor education. The figure of the "Yun que iron army" is almost all over China's 31 provinces, they speak dumb, they have learned Tibetan, and it is precisely because they stay with grassroots doctors every day that they find the highly sticky needs of grassroots doctors.
"We will provide products according to their needs, use technology to support our product innovation, and value their experience and real appeal." One of the products is the doctor's free medical examination notice to the residents who pay attention to him, in fact, this is not our core product, but more than 1500 residents have been affected by this small tool, so many grassroots doctors still use it every day. It is precisely because of the satisfaction of one such small demand after another that the number of grassroots doctors registered and active on the Yunque Medical Platform has continued to increase, from 30,000 in 2017 to 1 million in 2018, and doubled to 2 million in 2019, almost covering the entire group of grassroots doctors. Liu Na said.
In the grass-roots visit for many years, Liu Na believes that there are three major pain points in primary medical care: first, there are few high-quality medical talents, grass-roots doctors lack a path to grow, and there is no opportunity to learn and master new medical knowledge and skills; second, the supply of drugs is insufficient, on the one hand, because the layout of grass-roots medical institutions in China is relatively scattered, resulting in the cost of drug sinking is too high, on the other hand, it is also related to the existence of a control mechanism in China's past; third, the level of informatization at the grass-roots level is backward, if you want to do the whole life cycle health management of patients, It is difficult to achieve without a complete digital system.
In order to effectively solve these pain points, in August this year, Yunque Medical and Jingdong Health, the leader in medical health, joined hands to launch the "Beijing Magpie Plan", which is committed to assisting grassroots medical institutions to establish a digital bridge between grassroots patients, upstream pharmaceutical companies and clinics through a series of in-depth cooperation, so as to achieve accurate sinking of pharmaceutical and medical equipment products and bring together lower-priced and better-quality medical and health products to grassroots patients.
It is reported that the cooperation content of the "Jingque Plan" includes several aspects: first, the two sides will give full play to their respective advantages based on the integration of supply chain capabilities and technical service resources, and jointly provide more efficient, more convenient and safer medical and health localization services for the vast majority of grass-roots users; second, in addition to the sinking of drugs, future medical devices and high-quality health care tonic products will also be brought together to grass-roots patients, which is also needed for grass-roots medical care; third, empower clinics, clinics are terminals with prescription rights and medical service capabilities. In the future, Jingdong Health and Yunque Medical will work together to accurately and deeply empower this terminal; the fourth is the sinking of equipment and training, which is also one of the important contents of cooperation between the two sides, Jingdong Health bluntly said, even if it is a county to push, even if it is pushed slowly, it must realize its value.
Strictly speaking, the "Beijing Magpie Plan" is actually a continuation of the "Barefoot Doctor Plan" proposed by JD Health before. At the signing ceremony of the "Jingque Plan" cooperation, Xin Lijun, former CEO of JD Health and now CEO of JD Retail, said frankly: "Before JD Health's various attempts at the grassroots level were scattered points, this time I hope that through cooperation with Yunque Medical, these scatter points will be connected to form a grassroots medical and health service system." ”
This is indeed a win-win cooperation. In the field of great health, drugs are the most viscous link, and the scene of medication will inevitably appear in the diagnosis and treatment behavior every day. For Yunque Doctor, who "does not sell drugs", the strong supply chain advantages of Jingdong Health and Pharmaceutical Jingcai can complement the advantages of its own service supply chain, so that more than 100,000 kinds of drugs can reach grass-roots medical institutions and people in the fastest, most efficient and cheapest way. On the one hand, this meets the needs of the users of the Yunque Medical Platform, and on the other hand, it can also make The Cloud Queyi Medical more focused on doing services and create greater value for users and society.
Similarly, the cooperation with Yun que medical is also very helpful to the layout of JD Health at the grassroots level. With the help of Yunque Medical's extensive coverage of the grass-roots level and the ability to empower the education of grass-roots doctors, Jingdong Health can achieve accurate pharmaceutical and equipment products, equipment and training sinking. The layout of JD Health in the education of grass-roots doctors can also give full play to the advantages of Yunque Medical in the selection and production of educational content, the implementation and landing of grass-roots education, and mature grass-roots education tools and reports. In addition, by making more accurate and in-depth empowerment of the terminal's grass-roots clinics, Jingdong Health can further improve the omni-channel, full-link, and all-category digital service platform solutions of Yaojingcai.
However, the ultimate goal of the "Beijing Que Plan" is to benefit the vast number of grass-roots medical institutions and the people. "The goal of the strategic cooperation between the two sides is to build a basic service system with full coverage of the core market and the grass-roots market, and to sink the missing pharmaceutical and medical products and medical services at the grass-roots level to the grass-roots medical institutions and residents in every corner of China as quickly as possible." With an open mind, the two sides will jointly give profits to the upstream supply chain and downstream grass-roots institutions, and build a bridge for the circulation of drugs and medical services with trust and cooperation. Beijing Que joined hands to light up the light of life of grassroots people. Liu Na said.
It should be admitted that so far, the company that is deeply involved in primary medical care is not only Yunque Doctor, there are AZ, Sanofi, Bayer and other companies in MNCs, and many domestic companies are strategically sinking the grass-roots level, including Jingdong Health in the field of Internet medicine, Jinyu and Yunhu in the field of testing, and Nuohui and Luyuan in the field of early screening. How does Liu Na view this competition?
"It is very coincidental that these so-called 'opponents' in the eyes of others are actually our partners. Grassroots medical and health services have just started, and the more such industries go down to the grassroots level, the more conducive it is to the development of the entire medical health at the grassroots level. These big manufacturers are the most suitable suppliers of primary healthcare platforms. Doing medical and health services requires doctors, no one company can have all the doctors alone, Yun Que Medical expects everyone to enter together and make progress together. Liu Na said.
In June 2020, Yunque Medical and AstraZeneca signed a strategic cooperation agreement to combine and leverage their respective advantages in the field of medical and health education and medical and pharmaceutical devices to carry out digital medical practices. On July 23, 2021, Yunque Medical signed a strategic cooperation agreement with Nuohui Health to jointly promote the promotion and popularization of early bowel cancer screening at the grassroots level. If you add this cooperation with JD Health, Yunque Medical has achieved many results in the construction of the primary medical ecosystem.
In fact, Yun Que Medical welcomes competition and is not afraid of competition. Because of yun que medicine's own unique advantages, Liu Na has always been full of confidence. Yun Que Doctor and grassroots doctors have a strong synergistic attribute. In the past five years, Yun que medical doctors have provided more than 3,000 grassroots courses to grassroots doctors, and doctors have learned a total of 50 million times and 1.1 billion minutes. The number of active doctors on the platform exceeds 1 million every month, of which the number of monthly business interactions reaches 180 million times, which is very sticky to grass-roots doctors, with tens of thousands of doctors, almost 365 days a year to the Cloud Que Medical Platform.
At the same time, Yunque Medical has also cooperated with national, provincial, prefectural and municipal health authorities and industry societies/associations to carry out many training projects, including early screening and comprehensive intervention for people at high risk of cardiovascular disease, screening and intervention for high-risk groups of stroke, training on guidelines for the prevention and treatment of hypertension, and training for the improvement of the capacity of grass-roots health personnel.
However, what makes Liu Na most proud is that Yun Que Doctor has almost no "dead ends" coverage of primary medical care. At present, the platform has covered 31 provincial-level, 332 prefecture-level, 2793 county-level administrative regions and 37,670 township-level administrative regions across the country, radiating 800 million residents across the country. This is undoubtedly the biggest confidence that Yun Que Doctor dares to confront the giants.
"Service is a slow cause, medical health is a slower cause, and primary medical and health services are even more difficult and difficult slow business." We have introduced our peers in the medical and health ecosystem to the platform and linked them to grassroots doctors. Doing business in a sustainable, free cash flow healthy way, in a slow-for-fast way. It is hoped that through education capabilities, service capabilities and data capabilities, grass-roots doctors will be empowered in the five major links of prevention, diagnosis and treatment, detection and medication follow-up of the entire medical service link. Liu Na said.
In her view, in the development of the company, it needs to innovate every day and every bit to create value. "Let everyone enjoy health, have the ability and opportunity to pursue the hope of life, and our lives are more interesting." (E drug manager included)
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