“试剂+仪器”捆绑销售，也要被清理了

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                    <p><img class="__bg_gif" data-ratio="0.10555555555555556" src="http://mmbiz.qpic.cn/mmbiz/M2H0aGBjWUTRia7nqkArYeKZUqEfdmpNibMPiaZk4gvlWk5v5lUKyXhjJP4CENKQeQt5HI8zwcTCWJOkicfWJiatdJQ/0?wx_fmt=gif" data-type="gif" data-w="720" width="auto" style="font-size: 16px;line-height: 25.6px;white-space: normal;font-family: Arial, Verdana, Helvetica, sans-serif, 宋体;color: rgb(63, 63, 63);text-align: justify;box-sizing: border-box !important;word-wrap: break-word !important;visibility: visible !important;width: auto !important;"  /></p><p><br  /></p><p>医药网11月8日讯　设备捆绑耗材销售正在遭遇严管，而设备捆绑试剂销售，这条路子也要不好走了。</p><p>&nbsp;</p><p>　　11月6日，安徽省卫计委发布《安徽省公立医疗机构临床检验试剂网上集中交易实施方案（征求意见稿）》（以下简称《征求意见稿》），公开征求意见。</p><p>&nbsp;</p><p>　　继医用耗材和医疗设备之后，安徽省也要对临床检验试剂实行网上集中采购了。</p><p>&nbsp;</p><p>　　实施范围为：全省各级政府、国企（含国企控股企业）等举办的公立医疗机构，包括基层医疗机构。</p><p>&nbsp;</p><p>　　原则上，安徽省公立医疗机构常用临床检验项目的检验试剂全部纳入集中采购范围。</p><p>&nbsp;</p><p>　　也即，不管是通用（开放）型检验试剂，还是专机专用（封闭）型检验试剂，都要集中采购，且各级公立医疗机构都参与。</p><p>&nbsp;</p><p>　　采购方式与高值耗材一样，实行全省统一挂网限价+医疗机构带量采购。</p><p>&nbsp;</p><p>　　从外省中标价/挂网限价的最低价和安徽省、市级公立<strong><span style="color: rgb(0, 153, 102);">医院</span></strong>最近一次实际<strong><span style="color: rgb(0, 153, 102);">采购</span></strong>价的次低价中，取一个低值作为限价；没有外省价格的产品，按照医院最近一次实际采购价的中位数价格下调20%作为限价。</p><p>&nbsp;</p><p>　　然后，由医疗机构与企业带量议价，确定一个不得高于挂网限价的实际采购价格。</p><p>&nbsp;</p><p>　　高值耗材，安徽是把全省分为三个片区实行带量采购的，不知道试剂会否参照耗材的做法，亦或是参照<strong><span style="color: rgb(0, 153, 102);">药品</span></strong>实行“16+1”的带量采购方式。</p><p>&nbsp;</p><p>　　体外诊断试剂省级挂网限价采购，目前国内推行的省份并不多，典型的比如四川和山西。</p><p>&nbsp;</p><p>　　而不管是四川还是山西模式，降价都是主要诉求，安徽也不会例外。</p><p>&nbsp;</p><p>　　山西的挂网限价规则是不管独家还是非独家产品，降10%以上作为限价。安徽省是在前不久特地发了一个紧急通知，要求企业如实填报广西中标价和山西限价的。</p><p>&nbsp;</p><p>　　安徽要重点参照山西限价，再结合拟定的集采方案，同样产品，安徽限价只会比山西还要低。限价之后还有个带量采购的再砍价。</p><p>&nbsp;</p><p>　　体外诊断试剂，安徽降价风暴要来了！</p><p>&nbsp;</p><p>　　值得注意的是，在《征求意见稿》中，还有这样一项内容：</p><p>&nbsp;</p><p>　　 “对假借租赁、捐赠、投放设备等形式捆绑临床检验试剂销售进行清理。此类临床检验试剂网上集中交易价格的降幅不得小于本单位采购临床检验试剂的平均降幅。”</p><p>&nbsp;</p><p>　　 “仪器+试剂”捆绑销售，这是国内IVD市场目前最为主要的销售模式，几乎没有哪家IVD厂商是不这么干、不想这么干的。</p><p>&nbsp;</p><p>　　国内某知名IVD企业，原本仪器优势比较明显，今年以来，依托“仪器+试剂”的捆绑销售策略，公司试剂销售实现快速增长，总体收入也稳步增长，净利润率更是上升明显。</p><p>&nbsp;</p><p>　　一些过去走<strong><span style="color: rgb(0, 153, 102);">代理</span></strong>销售仪器路子的知名<strong><span style="color: rgb(0, 153, 102);">企业</span></strong>，以及以诊断试剂为主的知名企业，也开始纷纷推出自家品牌的封闭式检验仪器了，试图以“试剂+设备”的捆绑策略，提升自家竞争力、排挤其他产品。</p><p>&nbsp;</p><p>　　IVD产品已经越来越封闭化了，所谓销售模式越封闭，盈利能力越强。这是厂商青睐、资本也青睐的模式，然而备受舆论诟病。</p><p>&nbsp;</p><p>　　一旦，安徽《征求意见稿》中的清理新政推出，不少厂商应该是要受到冲击了。能不能再继续捆绑销售是一回事，实行捆绑销售的试剂价格下降是必然的，想要靠封闭式运行维持高价不行了。</p><p>&nbsp;</p><p>　　另外，前不久，也还有一家IVD企业被证监会过问其经营模式是否合规合法，是否属于工商要求查处的假借租赁、捐赠、投放设备等形式捆绑销售的行为。</p><p>&nbsp;</p><p>　　 “仪器+试剂”捆绑销售模式，已然步“设备+耗材”捆绑模式的后尘，也被重点盯上了。</p><p>&nbsp;</p><p>　　这是流行的商业模式，也是成功的商业模式，然而，未来这条路子还好不好走，这种模式究竟会不会认定为商业贿赂，现在还真不好说。</p><p>&nbsp;</p><p>　　医改和医疗反腐风声日紧，医用耗材领域重点、专项整治已然开始，体外诊断领域还远吗？</p><p><br  /></p><p style="font-size: 16px;line-height: 25.6px;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);text-align: center;font-family: 微软雅黑;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><strong style="max-width: 100%;letter-spacing: 0.5px;line-height: 28px;box-sizing: border-box !important;word-wrap: break-word 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24.381px;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;line-height: 1.75em;text-indent: 0em;font-size: 14px;font-family: Arial, Verdana, sans-serif;box-sizing: border-box !important;word-wrap: break-word !important;">微信公众帐号：</span></p><p style="font-size: 16px;line-height: 25.6px;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);text-align: center;font-family: 微软雅黑;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><img class="" data-ratio="1" data-s="300,640" src="http://mmbiz.qpic.cn/mmbiz_jpg/dx3KibwtDhvfh2wVX4NftfnfjcZWIKK6EQDWtTTsYwjfQBnsqkThAZP5OlDmg5S3g22gSqMWhAxr2O4MydSJHnQ/640?wx_fmt=jpeg" data-type="jpeg" data-w="258" width="auto" style="float: left;box-sizing: border-box !important;word-wrap: break-word !important;visibility: visible !important;width: auto !important;"  /></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;">维修咨询：QQ: &nbsp;712638 404</span><br style="max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;"  /></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;">设备咨询: &nbsp; QQ: &nbsp;712638 405</span></p><p style="font-size: 16px;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-family: 微软雅黑;line-height: 24.381px;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;text-indent: 0em;box-sizing: border-box !important;word-wrap: break-word !important;">软件咨询：QQ: 712638 406</span><br style="max-width: 100%;box-sizing: border-box !important;word-wrap: break-word !important;"  /></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;">配件咨询：QQ: &nbsp; 712638 407</span></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;">交流Q群：1106 11074</span></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;"><span style="max-width: 100%;">阿里店铺网址：</span><span style="max-width: 100%;">https://renchengyiliao.1688.com</span></span></p><p style="text-indent: 0em;white-space: normal;max-width: 100%;min-height: 1em;color: rgb(62, 62, 62);font-size: 12px;font-family: Arial, Verdana, sans-serif;line-height: 1.75em;box-sizing: border-box !important;word-wrap: break-word !important;background-color: rgb(255, 255, 255);"><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;">电子邮箱：service@yiliaoshebeiweixiu.com</span></p><p><span style="max-width: 100%;font-size: 14px;box-sizing: border-box !important;word-wrap: break-word !important;"><br  /></span></p><p><br  /></p>