【分享】米内读者群讲座：中国制药工业国际化之路的印度经验参考
MZEALER 时晓光
MZEALER 时晓光
【分享】米内读者群讲座：中国制药工业国际化之路的印度经验参考
里面讲的是
It talks about.
印度制药工业发展演变的过程
The evolution process of the Indian pharmaceutical industry.
这是一个英文
This is an English sentence.
我们会后续有个翻译
We will have a translation later.
就是我们看印度制药工业
It is about our observation of the Indian pharmaceutical industry.
它发展的这个历程中
In the course of its development
不是很好操作
Not very easy to operate.
但是我就讲了
But I just said.
就是说我们看的这个发展
That is to say, the development we are observing.
这个历程是非四个间断的
This process is not four interruptions.
因为它从1970年代开始做国际化
Because it started internationalization in the 1970s.
到2013年国际化
Internationalization by 2013
到2014年国际化
Internationalization by 2014.
到2015年国际化
Internationalization by 2015.
到2014年国际化
Internationalization by 2014
我们就是它数量的
We are the quantity of it.
一周内的历程
The journey of a week.
它将几十多几万亿
It will be tens of trillions.
我们在这个历程中
We are on this journey.
我们的历程
Our journey
就是在这个历程中
It is during this journey.
小 40 个大约
About 40 small ones.
大约 多一个人
About one more person.
很少有
Very few.
由 Amara.org 社群提供的字幕
Subtitles provided by the Amara.org community
印度政府推出了专利法
The Indian government has introduced patent law.
这个专利法就约定了
This patent law has been stipulated.
印度的本土制药企业
India's domestic pharmaceutical companies
可以仿制在西方已经专利的
Can be imitated as already patented in the West.
的产品
the product
就是那些专利法
It's those patent laws.
新的专利法是
The new patent law is
告知西方的其他企业
Inform other Western companies.
我们印度的企业
Our Indian enterprises.
在本土市场
In the domestic market.
对你的产品
Regarding your product.
特别是
Especially
你在西方有专利保护的产品
You have products with patent protection in the West.
是没有专利约束的
It is not constrained by patents.
所以70年代到80年代
So from the 1970s to the 1980s.
印度本土的企业
Indigenous enterprises in India.
快速仿制了一大批
Quickly produced a large batch of copies.
非常优秀的
Very outstanding.
非常好的西方的
Very good Western.
有时候的新药
Sometimes new drugs
有时候刚刚过专利的产品
Sometimes the product has just passed the patent.
这是第一个阶段
This is the first stage.
就是专利法的出现
It is the emergence of patent law.
让印度企业快速拥有了
Enabled Indian companies to quickly acquire
一大批好产品
A large number of good products.
但到80年的时候
But by the year 1980
印度企业认为
Indian businesses believe
它这样是
It is like this.
肯定是不会永远这样
It definitely won't be like this forever.
因为印度它只是在过渡时期
Because India is only in a transitional period.
用了这些年代的专利法
Used the patent law of these years.
果不然到85年的时候
As expected, by the year 1985...
印度政府会推出新的专利法
The Indian government will introduce a new patent law.
这时候新的专利法
At this time, the new patent law.
它是需要保护
It needs protection.
对化合物专利是要保护的
Compounds should be protected under patent law.
但对工艺专利不保护
However, there is no protection for process patents.
所以到80年的时候
So by the year 1980
印度的本土企业觉得
Indian local businesses feel
本土市场还是
The domestic market is still.
虽然用了很多好产品
Although I have used many good products.
但是
But
本土市场很小
The domestic market is very small.
所以他们在战略的定位的情况下
So they are in the context of strategic positioning.
认为国际市场是他们很好一个舞台
They believe that the international market is a great stage for them.
在80年代的时候
In the 1980s.
印度企业开始走向国际化
Indian companies are beginning to go international.
我觉得80年的时候
I think in the 1980s.
中国的企业还是在
Chinese companies are still in...
计划经济刚过
The planned economy has just passed.
78年当改革开放刚结束
In 1978, when the reform and opening-up just concluded.
这个时候
At this time.
我们对CDMP是没有
We have no CDMP.
整个国家是没有CDMP的
The entire country does not have a CDMP.
中国的CDMP应该是在90年代初
China's CDMP should be from the early 1990s.
才开始有CDMP的概念
The concept of CDMP has just begun to emerge.
就是在90年代初才开始有CDMP的概念
The concept of CDMP only began to emerge in the early 1990s.
93 94年98年才有新版CDMP
New versions of CDMP only came out in 1993, 1994, and 1998.
但当时那个年代印度企业已经开始考虑
But at that time, Indian enterprises had already begun to consider.
如何把产品卖到美国
How to sell products in the United States.
卖到欧洲
Sell to Europe
但他们这时候我们探索一个印度国际化之路
But at this time, they are exploring a path for India's internationalization.
他们刚开始先做的是大宗原料API
They initially focused on bulk raw material APIs.
在美国的DMF注册
DMF registration in the United States
所以现在看印度有几个API
So now there are several APIs in India.
他们是在国外是有一定优势的
They have a certain advantage abroad.
我们先讲的一些实际
Let's first talk about some practical matters.
像讲华内的像TNP
Like talking about Huanei's TNP.
包括布洛芬
Including ibuprofen.
就当时的印度很快的在美国申请了DMF
At that time, India quickly applied for DMF in the United States.
然后的把布洛芬片
Then take the ibuprofen tablets.
把阿斯匹林片
Take the aspirin tablets.
把普洛西通这些产品在80年代末就已经做进美国
Pulosi had already introduced these products into the United States by the end of the 1980s.
做到美国市场
Entering the U.S. market.
这是印度的第一个阶段
This is the first phase of India.
就很快的就结束了
It ended very quickly.
就是从85年到92年
It was from 1985 to 1992.
他们以API和DMF进入美国市场
They entered the U.S. market with API and DMF.
他们以API大宗原来的API
They use the original API of API Daizong.
然后快速过渡到大宗的这个仿制药制剂
Then quickly transition to the bulk production of this generic drug formulation.
我们叫OTC到美国市场
We call it OTC in the American market.
到93 94年的时候是中国的制药企业慢慢开始报DMF的时候
By 1993 and 1994, Chinese pharmaceutical companies slowly started to report DMF.
我觉得他们现在讲探讨中国是哪个企业报了第一个DMF
I think they are now discussing which company in China filed the first DMF.
还正讲他的一个产品是第一个新华制药
He is also saying that one of his products is the first Xinhua Pharmaceutical.
讲他是新华是88年有个产品报了DMF
He said that Xinhua reported a product in 1988 for DMF.
但这也都不是不是很重要
But this is not very important either.
历史并不是很重要
History is not very important.
现在我们做探讨
Now we will discuss.
就是说在这个20年的发展过程中
That is to say, in the development process of these 20 years.
谁下的最后
Who made the last move?
这第二个阶段印度企业就是90年代
The second stage of Indian enterprises is the 1990s.
第一个阶段是国内市场的快速仿制
The first phase is the rapid imitation in the domestic market.
到80年代大宗原来要大宗自己进入美国市场
By the 1980s, the bulk commodities originally needed to enter the U.S. market themselves.
是90年代到2000年
It is from the 1990s to 2000.
印度已经开始研究
India has begun research.
我们叫P2及P3产品
We call them P2 and P3 products.
P2就是说专利
P2 means patents.
已经失效的产品还快速在进行仿制进入美国市场
Products that have already expired are quickly being replicated and entering the U.S. market.
然后到2005年以后到现在是印度企业
Then from 2005 to now, it has been an Indian enterprise.
主要是在做什么做P3及P4的产品
Mainly working on P3 and P4 products.
P3就是说是临时应用批准
P3 means it is a temporary application approval.
P4属于这个挑战专利的产品
P4 is a product that belongs to this challenge patent.
所以我们是一道中国的制药企业到2006年才拥有的
So we are a Chinese pharmaceutical company that only came into existence in 2006.
第一个叫P3的产品叫临时应用批准
The first product called P3 is called Temporary Application Approval.
就是华海药业的奈瓦拉瓶
It is the Nivalra bottle from Huahai Pharmaceutical.
我们这个华海据说2007年获得了中国第一张
It is said that our Huahai obtained China's first certificate in 2007.
就美国FD认证的CGMP的认证书
Regarding the FDA certification for CGMP.
它是一个里程碑的事件
It is a milestone event.
华海的认证通过以后呢
After Huahai's certification is approved, what happens next?
还有今天我们在探讨中国已经有14到15家
Today we are discussing that China already has 14 to 15 companies.
通过美国FD认证的制剂的企业
Companies with formulations certified by the U.S. FD.
包括有40到50家通过欧盟
Including 40 to 50 companies that have passed through the EU.
GMP认证的企业
GMP certified enterprises
还有6家通过WLQ PQ认证的企业
There are still 6 companies that have passed the WLQ PQ certification.
我觉得中国现在目前出的这个阶段
I think China is currently in this stage.
实际是恰恰是
In fact, it is exactly that.
印度应该是在90年代初到2000年
India should be in the early 1990s to 2000.
2006年这个阶段做的事情
Things done during this phase in 2006.
所以我们总是讲就是中国的制药国际化
So we always talk about the internationalization of China's pharmaceutical industry.
应该是慢印度10年10到15年
It should take India 10 to 15 years to progress slowly.
我觉得这个说法真是非常的准确
I think this statement is really very accurate.
所以现在很多企业的探讨国际化是怎么能
So now many businesses are exploring how to achieve internationalization.
与印度齐头并进
Keep pace with India.
或者是以什么方式能超过印度
Or in what way can we surpass India?
这个并不是那么容易
It's not that easy.
所以我们在看印度现在在做什么
So we are looking at what India is doing now.
我觉得现在在做多研究
I think there's a lot of research being conducted now.
他们已经是做到
They have already achieved it.
在美国一方面是加强研发
In the United States, on one hand, there is a strengthening of research and development.
我觉得这个研发它不是是有侧重点的
I think this research and development does not have a specific focus.
主要是在做挑战专利的产品的研发
Mainly engaged in the research and development of products that challenge patents.
有些印度企业现在也做一些
Some Indian companies are also doing some now.
创新药的研发
Development of innovative drugs
我们这个群里应该有人知道叫505B2
Someone in our group should know what 505B2 is.
产品的研发
Product development
这样研发在美国就是我介于这个新药
This kind of research and development in the United States is where I am involved with this new drug.
和纺织药之间的一种产品
A product between textiles and medicine.
改变剂型
Change the dosage form.
改变服药方式
Change the way of taking medication.
稍微加一个复合物或者新的化合物
Slightly add a compound or a new compound.
它作为505B2产品快速的申报
It is a quick declaration for the 505B2 product.
快速进入美国市场
Quickly enter the U.S. market.
另外一个角度就是印度已经全面的
Another perspective is that India has fully...
进入到美国的市场中
Enter the U.S. market.
包括在美国的国内的并购
Including domestic mergers and acquisitions in the United States.
这里面很多例子可以举例
There are many examples to cite here.
你像
You are like.
现在在印度做的非常大的一个企业叫桑发马
A very large company currently operating in India is called Sangfa Ma.
就是太阳之药
It is the medicine of the sun.
太阳之药就是
The medicine of the sun is
我觉得它是
I think it is.
学习了以色列的TIVA的一个做法
Learned a practice of TIVA from Israel.
一方面进行研发
On one hand, conduct research and development.
一方面加强在金融市场上的快速的并购
On one hand, strengthen rapid mergers and acquisitions in the financial market.
桑发马并购了Tara
Sangfa Horse acquired Tara.
也是以色列的Tara
It is also Israel's Tara.
然后最近有很大规模的并购
Recently, there have been large-scale mergers and acquisitions.
桑发马现在快速成为印度的第一只药
Sangfarma is now quickly becoming India's number one drug.
包括销售入
Including sales revenue.
它超过了Rabaxin和Double Alice
It exceeds Rabaxin and Double Alice.
所以就是有时候这个走路应该两条
So sometimes walking should be done with both legs.
齐头并进
Marching forward side by side.
光专利研发
Light Patent Research and Development
没有在商业模式上
Not on the business model.
包括这种金融创新上做一些文章的话
Including making some efforts in this area of financial innovation.
其实这种
In fact, this kind of...
需要走的路
The road that needs to be taken.
太缓慢
Too slow.
所以现在印度企业已经发展了一个全面开发的
So now Indian companies have developed a comprehensive development plan.
状态
Status
我们先把印度企业讲完后
Let's finish talking about Indian companies first.
我们再探讨我们中国这家企业在哪些方面
Let's further discuss in which aspects our Chinese company...
还可以借鉴学习的地方
Areas that can be learned from and used for reference.
我是在今年一月份去印度的时候呢
I went to India this January.
我也是了解了一些数据
I have also learned some data.
这个数据我觉得是
I think this data is
非常的壮观
Very magnificent.
我可以给大家看看
I can show everyone.
在PPT我可以
I can do it in the PPT.
看一下
Take a look.
这个PPT讲的就是说
This PPT is about.
印度现在有多少家企业
How many companies are there in India now?
首先通过了
First passed.
国际化的认证
International certification
这个数据以前我了解并不是说非常的准确
I have previously understood that this data is not very accurate.
但去了印度以后
But after going to India
我获得了相对来说比较准确的数据
I have obtained relatively accurate data.
第一个就是说
The first one says.
一个数据是非常震惊的
A piece of data is extremely shocking.
就是说印度获得WHO
That is to say, India has obtained the WHO.
GNP认证的
GNP certified
厂家数量
Number of manufacturers
以前我认为就是应该200家300家左右
I used to think it should be around 200 to 300 companies.
在印度官方的数据是
The official data in India is
这个通过世界卫生组织的
This is through the World Health Organization.
GNP认证的工厂数量是大于800家
The number of GNP-certified factories is greater than 800.
800到1000家
800 to 1000 companies
所以这个数据
So this data
是
Yes.
中国现在6家
China now has 6.
这个差距我们
This gap we
就说不用讲大概就可以看到
Just say it; there’s no need to explain, and you can see it clearly.
所以我们也探讨当时为什么
So we also explore why at that time.
印度这么多过了WHO的认证的工厂
India has so many factories that have passed WHO certification.
在交流过程中才发现是印度的
It was only during the communication process that I realized it was Indian.
他们战略的定位
Their strategic positioning.
他们也是分布进行的
They are also distributed in the process.
今天我也是我
Today I am still me.
阐述
Elucidate
一个观点就是说
One perspective is that
国际化战略一定是就是说分布时
The internationalization strategy must mean distributed time.
每一个阶段有自己的侧重点
Each stage has its own focus.
人家不可能一下就到了P4挑战专利这个状态
It is impossible for someone to reach the state of P4 challenge patent all at once.
他需要培养
He needs to cultivate.
发酵的一个过程
A process of fermentation.
印度应该在90年代初
India should have in the early 1990s.
80年代末的时候
In the late 1980s.
他们快速抢多了一部分
They quickly grabbed a larger portion.
用专利
Use patent
法案这种
Such a bill
保护下
Under protection
一些好的品种
Some good varieties.
同时他们认为
At the same time, they believe that.
最快进入国际市场的就是非洲的战略
The fastest way to enter the international market is through Africa's strategy.
因为非洲很多也是当时英属法属的殖民地
Because many parts of Africa were also British and French colonies at that time.
对英语语言
Regarding the English language.
特别英属的殖民地
Special British colonies
非洲有一半的国土是英属的
Half of Africa's territory is British.
殖民地
Colony
所以在
So in
印度来说
For India
语言上没有障碍
No language barriers.
所以他们先手头鱼批好产品
So they first prepare the fish for the product.
他们所要做的就是说
What they need to do is to say.
通过WHO认证
Certified by WHO
记录联合国的采购的
Records of United Nations procurement.
招标的程序
Bidding procedure
印度可以把成本做得非常低
India can keep costs very low.
所以在这个期间诞生了
So during this period, it was born.
大约
Approximately
经过
Passed through
10年20年
10 years, 20 years
超过800家
More than 800.
或者WHO认证的
Or WHO certified.
制级企业
Enterprise at the level of manufacture
我讲这个主要是讲
I mainly talk about this.
成品
Finished product
他们选择产品也是有供应到WHO的
They also choose products that are supplied to the WHO.
采购清单
Purchase List
邮寄的成本点
Cost points for mailing.
主要是抗矮资
Mainly about anti-dwarf funding.
瘧疾
Malaria
保证
Guarantee
在非洲使用量非常大的这种
This is used very widely in Africa.
产品
Product
所以第1个进入非洲市场为印度企业
So the first Indian company to enter the African market.
学习国际化
Internationalization of learning
一个简单的思路
A simple idea.
怎么和WHO交到
How to get in touch with WHO?
怎么和
How to be with.
联合国采购人员交到
United Nations procurement personnel submitted.
电子的初步的技术
Preliminary technology of electronics.
也是90年代初
Also in the early 1990s.
印度企业
Indian enterprises
做的市场
The market being made.
所以现在是来看就是中国很多企业在探讨
So now it is to see that many Chinese companies are exploring.
做WHO认证
Obtain WHO certification.
我们看到桂林南药是一号甲酶
We see that Guilin South Medicine is No. 1 α-amylase.
青蛤胡子他们是最早在中国做了认证的
Qinghe Huzi and his team were the first to obtain certification in China.
最近还有几家也在做WHO认证
Recently, a few more companies are also getting WHO certification.
所以这个产品的选择就是
So the choice of this product is
非常关键的一环
A very critical link.
现在中国企业
Now Chinese enterprises
好的国际化制级企业
Good internationalized enterprise.
CGMP已经不是问题
CGMP is no longer a problem.
很多企业已经通过了这个CGMP认证
Many companies have already obtained this CGMP certification.
现在
Now
关键的问题有两点
There are two key issues.
一个就是产品的选择立项
One is the selection and initiation of the product.
一个就是国际化的市场开放
One is the opening of the international market.
所以说
So, it's said that...
在
At
10年前20年前印度企业抢占了很多好品的时候
Ten or twenty years ago, Indian companies seized many good products.
你把这个领地占有的前提下
On the premise that you occupy this territory.
我们在选择
We are choosing.
什么样的品种
What kind of variety?
发挥我们什么样的优势
What advantages can we leverage?
这是现在中国这家企业国际化急需考虑的问题
This is an urgent issue that this Chinese company needs to consider for its internationalization.
这第一个观点就是要我们刚才了解印度企业的基本情况下
The first point is that we need to understand the basic situation of Indian enterprises.
我们第一个观点就是国际化定位
Our first point is the positioning of internationalization.
一定要明确战略
It is essential to clarify the strategy.
要明确定位
To clearly define the positioning.
印度企业先做非洲市场
Indian companies first target the African market.
WHO认证
WHO certification
然后再向美国进军
Then march towards the United States.
美国FD认证
U.S. FD Certification
FD认证的标准是最难的
The standard for FD certification is the most difficult.
最高的
The highest
然后再回过来杀一个回马枪
Then turn around and launch a surprise attack.
他们做欧洲认证
They are doing European certification.
欧洲市场
European market
美国认证以后
After certification in the United States
认为是可以符合国际化标准的
Considered to meet international standards.
他们就做欧洲市场
They are focusing on the European market.
欧洲市场是分散的
The European market is fragmented.
你要做申请注册
You need to apply for registration.
他需要一个
He needs one.
也是欧洲27国
Also the 27 countries in Europe
也就是单独每个国家都要认证
That means each country needs to be certified individually.
所以是比较麻烦的一个市场
So it's a relatively troublesome market.
所以他们先做美国再做欧洲
So they will do the United States first and then Europe.
第一个国际化定位明确战略
The first clearly defined strategy for internationalization.
第二个分布实施
The second distribution implementation.
分布实施是不是先做非洲美国
Is the implementation of the distribution first done in African America?
再到欧洲
Then to Europe.
然后再他们再到现在叫Far emerging country
Then they are now called Far emerging country.
就是再回过来再看中国
Just look back at China again.
俄罗斯大西的市场
The market of the Russian Far East.
对市场定位他们也是分布的
Their market positioning is also varied.
第三个就是说
The third one is to say.
我们再看就是说
Let's take another look, that is to say.
印度企业
Indian enterprise
印度企业在做
Indian companies are doing.
第三个产品的不再升级
The third product will no longer be upgraded.
所以说你做什么样的产品
So what kind of products do you make?
现在
Now
我们前段时间我和
A while ago, I and...
可能这个确定
This might be certain.
不知道有没有华海业业的同事
I don't know if there are any colleagues from Huahai Yeye.
我华海的
I am Huahai's.
张总
General Zhang
我们在做焦虑的时候
When we are feeling anxious
也在探讨
Also exploring
就说
Just say it.
华海怎么
How is Huahai?
能发挥他的优势
Can maximize his advantages.
作为中国
As China
制药进入美国市场的这个排头兵
The pioneer of pharmaceutical entry into the U.S. market.
因为我们看华海2007年过了这个FD认证以后呢
Because we have seen that Huahai passed this FD certification in 2007.
也耐尤拉平
Yinrayura Ping
拿了这个
Took this.
叫P3
Called P3.
就是临时性批准
It is a temporary approval.
其他没有消失
Others have not disappeared.
他是
He is.
当然想法是在
Of course, the idea is there.
非洲
Africa
但这个耐尤拉平
But this is the Nai You La Ping.
一定被印度人在非洲
Definitely by Indians in Africa.
市场给抢占了
The market has been seized.
所以07年到12 13年你看华海的市场是什么样的
So what was the market for Huahai from 2007 to 2012-2013?
现在华海利用自己的API的优势
Now Huahai is making use of the advantages of its own API.
原来的优势
Original advantage
应该到现在报批了应该有22个到
It should have been approved by now, there should be 22 received.
26个
26 pieces/articles/items.
ND
ND
就反正在美国
Just in the United States.
但其中只有一个产品
But there is only one product among them.
获利
Profit
到2013年我们如果是分析华海的年报的话
By 2013, if we analyze Huahai's annual report,
你看就是一个产品耐尤拉平
You see, it’s just a product that is particularly durable.
不是耐尤拉平
It's not Nai Youla Ping.
就是
Just that.
拉姆三星
Ram Samsung
我们也分析拉姆三星的商业模式
We also analyze the business model of Ram Samsung.
怎么在美国能成功
How to succeed in the United States?
他成功我觉得有两个
I think there are two reasons for his success.
有
There is.
有三点原因
There are three reasons.
可以探讨
Can discuss.
一个就是说拉姆三星
One is called Ram Samsung.
华海是有原来的优势的
Huahai has original advantages.
第二个拉姆三星华海当时也报批了
The second Ram Sanxing Huahai was also approved at that time.
ND
ND
第三个
The third one.
正好
Just right.
在华海在美国的一个合作伙伴
A partner of Huahai in the United States.
叫帕
Called Pa.
帕
Pa
也是
Also.
国际纺织很著名的一个
An internationally renowned textile.
玩家的
Player's
他呢
What about him?
当时从华海买原来的
At that time, I bought the original from Huahai.
一看华海报了ND
At a glance, Huahai has announced ND.
又在美国和他抢占了ND
Again in the U.S., he抢占了ND.
在美国的市场
In the American market.
这时候帕就比较聪明
At this moment, Pa is quite smart.
OK
OK
我就不买原料了
I won't buy the raw materials anymore.
我就和你合作
I will collaborate with you.
生产
Production
这个拉姆三星的
This is Ram's Samsung.
制剂
Preparation
我本身我也有ND
I also have ND myself.
你也被报批ND
You have also been approved for ND.
那就说
Then let's say it.
你把
You put.
帕的这个
This one of Pa.
品牌
Brand
华海来生产
Hua Hai comes to produce.
我们
We
利润五五分成
Profit will be split 50/50.
五五开
Fifty-fifty.
正好在这个时候我就说
Just at that moment, I said.
原厌厂家
Original dislike manufacturer
第一个纺织药的厂家
The first textile medicine manufacturer.
在质量上出了问题
There was a problem with the quality.
所以华海和帕的合作
So the cooperation between Huahai and Pa.
他这个产品在美国
His product is in the United States.
据说
It is said that.
纪元厂家以外
Outside of Epoch manufacturers.
去年是唯一的一个纺织药厂家
Last year was the only textile medicine manufacturer.
所以他一向拿了很多市场订单
So he has consistently received a lot of market orders.
所以华海去年这个产品是盈利应该
So Huahai's product was profitable last year.
在一亿人民币以上
Over 100 million RMB.
但这样的好时光实际是短暂的
But such good times are actually short-lived.
因为
Because
我们刚才讲就是说
What we just said is that
刚才在美国出有质量问题的时候
Just now, when there was a quality issue in the United States.
那个纺织药厂家
That textile medicine manufacturer.
他又恢复了他生产
He has returned to his production again.
那也就是说
That means...
是不是还有能持续盈利
Is there still a possibility of continued profitability?
我觉得很多股评论也在研究这个问题
I think many stock commentators are also studying this issue.
但我们今天讲这个问题就是说
But what we are discussing today is this issue.
如何更好的让中国这家企业在国外
How to better enable this Chinese company to operate abroad?
飞得一杯羹
To get a piece of the pie.
是很大一个话题
It's quite a big topic.
就是华海
It is Huahai.
有这么好的原料基础
There is such a good foundation of raw materials.
有二十五六个ND
There are about twenty-five or twenty-six ND.
在目前的美国市场的这种
In the current U.S. market, this is
销售
Sales
均一直在慢慢响亮
It has been gradually becoming louder.
一直在慢慢都在铺开
It has been slowly unfolding all along.
而不是说很壮观的
Instead of saying very spectacular.
的就是说
That is to say
这是个很漫长的过程
This is a very long process.
如果芯业做国际化
If the semiconductor industry goes international.
没有耐心
Impatient
也没有策略
There is no strategy either.
从短期间网络
From the short-term network.
Method
Method
一直不会建实
Always unable to be real.
长期战略
Long-term strategy
非不实施
Not not implement
配置相应的资源
Allocate the corresponding resources.
头段坚持 given
The first section insists on given.
把方向一步步走
Take the direction step by step.
你为什么又 авpor
Why are you again avpor?
国际化一步步走
Internationalization step by step.
总得 exclusive
Total exclusivity
一个趋势
A trend
一定是中国的本土的制药行业的规则
It must be the regulations of the local pharmaceutical industry in China.
应该和西方并轨的
It should be in line with the West.
无论是从这个CGMP角度
Regardless of this CGMP perspective.
我们先来看西白GMP的推行
Let's first take a look at the implementation of the Western White GMP.
从无菌制剂开始
Starting from sterile preparations.
它已经借鉴了欧盟的标准
It has already borrowed from the standards of the European Union.
就完全制的
It is completely controlled.
有的地方比欧盟标准还高
Some places have standards that are even higher than those of the EU.
慢慢的话
Slowly speaking.
我们可能要推行DMF制度
We may need to implement the DMF system.
DMF注射
DMF injection
那就是说你的原料的生产的工艺
That means the production process of your raw materials.
这种变更
This change
你要向CFD报批的
You need to submit for approval to CFD.
现在是没有
It is not available now.
现在我们就是说
Now we are saying.
DMF没有注射
DMF is not injected.
就是随着制剂一起报
It should be reported along with the formulation.
可能报的过程中
During the process of reporting.
也许你生产的过程中
Maybe during your production process.
是你报批过程中有差别的
There are differences in your approval process.
第三个可能要在中国
The third one may have to be in China.
要和西方接轨的一个
One that needs to align with the West.
我个人感觉
I personally feel
我个人这么认为
I personally think so.
这就是说
That is to say.
叫生产批鉴
Called production batch inspection.
和
and
就是
Just.
市场分销批鉴要匪备的事情
Things that need to be prepared for market distribution and bulk inspection.
现在是现在是中国是一体化的
Now is the time for China to be unified.
因为我们拿一个一个企业要生产的品种
Because we take one by one the varieties that a company needs to produce.
属于它必须生产批鉴
It must produce a batch inspection certificate.
才有然后才有产品
Only then can there be products.
在这样两个全体具备的情况下
Under the circumstance that both are fully present.
这个企业才合法运用这个产品
Only this enterprise can legally use this product.
批鉴在美国不是欧洲也不是
The critique is neither in America nor in Europe.
美国你用一个ND可以是一个营销性的企业
In the United States, you can use an ND as a marketing enterprise.
也可以说是一个研发性的企业
It can also be said to be a research and development enterprise.
因为他可以稳托了
Because he can provide stability.
我把工艺开发出来以后
After I developed the technology.
我可以稳托其他企业生产
I can reliably support the production of other companies.
报批报研的批
Approval
我作为负责
I am responsible for.
但ND这个房租的批鉴是我的
But the approval for the rent of ND is mine.
这研发性的批鉴是我的
This developmental evaluation is mine.
然后他再委托给厂家再生产
Then he entrusted the manufacturer to produce it again.
所以我觉得走国际化的意义
So I think the significance of going international.
就是说你在很快的先
It means you are very fast first.
与西方的斯文与西方的行业经验接轨
Aligning with Western sophistication and industry experience.
因为前面你受很多挫折
Because you have faced many setbacks in the past.
但我想
But I think
五到十年后
Five to ten years later.
你把你西方经验如果拿到中国市场
If you bring your Western experience to the Chinese market
我觉得就会收获
I believe that will yield results.
就个人认为
Personally, I think.
如果说是先做很快的几个企业
If we say to first quickly establish a few companies.
华海海证
Huahai Hai Certificate
恒瑞与国际化做的比较快的企业
Hengrui is one of the companies that is advancing rapidly in terms of internationalization.
如果说现在可以很简单的分析
If we can analyze it very easily now
我觉得华海的二十五六个ND的话
I think there are about twenty-five or twenty-six ND's in Huahai.
他当时所做的BEE
The BEE he was doing at that time.
生物等线研究一定是西方建构
The study of biological inequalities must be a Western construct.
那从这个角度来讲
From this perspective
说他是不需要做一次性评价的
He said that there is no need for a one-time evaluation.
那实际就省去了
That actually saves it.
我们在很多要做一阵评价的时候
We often need to make evaluations for a while.
重复开发的工作
Redundant development work
包括很多也是这个很多有三四个真剂
Including many, there are also three or four real agents among them.
一体力康
Yitilikan
也拿着MD的PK海证和辉瑞的合作
Also holding the MD's PK certificate and the collaboration with Pfizer.
也是各取所长
It is also about each taking what they are good at.
一个去美国市场可以利用辉瑞提供好
One can take advantage of what Pfizer offers when entering the U.S. market.
很好的市场渠道品牌
Very good market channel brand.
辉瑞利用海证在在经过国际化的纺织药
Pfizer uses Haizheng to conduct internationalized textile medicine.
来开发国内变土市场
To develop the domestic soil market.
强强联合各取所需的一个结果
A strong partnership where each side gets what they need.
所以我刚才讲国际化一定是他意义所在
So what I just mentioned is that internationalization is certainly its significance.
因为现在走的并不是那么容易
Because it's not so easy to walk now.
第四个我的观点就是说
My fourth point is that
国际认证一定的注册先行
International certification requires prior registration.
没有国际化注册
No international registration.
就没有后续的国际化开发
There is no subsequent international development.
国际市场的开发
Development of the international market
所以注册的识别
So the identification of registration.
你有没有注册也很简单
It's also very simple to register.
第一就是看你有多少个DMF
The first thing is to see how many DMFs you have.
至继就看你有多少个MDA
It all depends on how many MDAs you have.
然后在欧洲市场欧洲上来看的话
Then looking at the European market in Europe.
就至继你用纺织药
Just continue using the textile medicine.
你有多少个MA
How many MAs do you have?
就市场的一个PK
It's a PK in the market.
然后你用WL确认证
Then you use WL to confirm.
WL确认证你有多少个PQ做了PQ
WL confirms how many PQs you have completed.
这几个标题来判断这个企业
Evaluate this enterprise based on these titles.
到底国际化所参与的程度
The extent of participation in internationalization.
我们看国内的
Let's look at the domestic situation.
上的这些大的夸公司
These large companies mentioned above.
咱不讲欧美的
Let's not talk about Europe and America.
就还要看印度的
It still depends on India.
印度目前来说最大的商发
India's largest commercial development at present.
太阳之药
Elixir of the Sun
你如果注意分析一下年报的话
If you pay attention to analyze the annual report,
它的DMF API
Its DMF API
它应该大约超过300个DMF
It should exceed about 300 DMF.
MDA超过400个
MDA exceeds 400.
我们去年1月份去的CPLAR这个工厂
We went to the CPLAR factory last January.
CPLAR
CPLAR
他们也是差不多同样的数字
They are also about the same number.
API它要更多400多个
API needs more than 400.
MDA的话稍微少一点
Talk less about MDA.
300多个
More than 300.
这么一个
Such a one.
所以它有庞大的产品群
So it has a vast product range.
可以供养它在美国
It can be raised in the United States.
非常大的这种商业推发群
A very large commercial promotion group.
包括和大的这种买家
Including large buyers like this.
在美国大的买家
Buyers in the United States.
如麦克哈森和卡迪诺
Like McPherson and Cardino.
还有这些大的买家
There are also these large buyers.
它谈判起来
It negotiates.
它有很大的溢价的权利
It has a substantial premium right.
一下40个买50个
Buy 50 at once.
这个挣钱
This makes money.
这个不挣钱
This doesn't make money.
把它平衡下来它是挣钱的
Balancing it will make it profitable.
所以先来看我们中国这家企业
So let's first take a look at our Chinese enterprise.
首先手头东西很少
First, there is very little on hand.
我们以做的最好的华海来还是为例
We take Huahai, the best performer, as an example.
华海的DMF有更新的话
If there are updates on Huahai's DMF.
我觉得现在华海DMF应该40多个
I think there should be over 40 Huahai DMFs now.
Ending有20多个
There are more than 20 endings.
这华海的手头数据
The data at hand from Huahai.
还挣到它的API的DMF更多一些
You can still earn a bit more from its API's DMF.
应该70多个
It should be more than 70.
而Ending的话还挣
As for the ending, there is still a struggle.
报的比公开数据比较少
The reported data is less than the publicly available data.
可能有两个三个
There may be two or three.
所以我们手头东西太少
So we have too little on hand.
在太少情况下
In too few situations.
我们就不足以在国外
We are not enough abroad.
以大的公司进行大的溢价
Big premiums will be made with large companies.
所以就说这个观点就是说
So this viewpoint means that.
国际认证
International certification
国际化的注册先行
International registration first
国际认证和国际注册
International certification and international registration.
所以国际注册和国际认证
So international registration and international certification.
其实认证很简单
In fact, the certification is very simple.
认证就是以一个产品为例
Certification is based on a specific product as an example.
你过了CDMP认证
You have passed the CDMP certification.
但是国际注册它是一个长期的行为
However, international registration is a long-term endeavor.
所以我们知道做API的DMF的注册
So we know the registration of DMF for APIs.
是比较简单的
It's relatively simple.
做了就上报给个DMF
Once done, report it to the DMF.
但拿到美国的ND
But I got the ND in the United States.
美国的承评要的批文
The approval documents required for the assessment in the United States.
这个就需要在一个企业里面
This needs to be done within a company.
有多方面的结合
There are multiple aspects of integration.
一个有研发
A company with R&D.
强力的研发的支持
Strong support for research and development.
配合以很深入的市场调查
Conducted with in-depth market research.
美国市场调查
Market research in the United States.
包括你对你竞争优势的定位
Including your positioning of competitive advantages.
然后在这基础上才有CDMP的认证
Only based on this foundation can there be CDMP certification.
加在生产过程中
Added during the production process.
对成本的良好控制
Good control of costs.
就这个四个方面完整的结合
Just this complete integration of these four aspects.
并且在企业里面有种有机的这种管理方式和模式
And there is an organic management style and model within the enterprise.
管理模式才能塑造一个有竞争力的
Only through a management model can a competitive one be shaped.
在美国市场上有竞争的产品
Competitor products in the American market.
认证注册
Certification Registration
这一定是国际化的前提
This must be the premise of internationalization.
但这里面就是讲我们对规则了解多少
But this is about how much we understand the rules.
因为美国市场包括欧盟市场
Because the U.S. market includes the European Union market.
欧洲市场是有完全不一样的规律
The European market has completely different rules.
规则和市场
Rules and Market
如果大家因为我觉得在座的很多人都是
If everyone thinks that many people present here are...
以做国内的为主
Mainly focused on domestic production.
国内市场为主
Mainly for the domestic market.
中国的国内的市场
China's domestic market
我觉得是一个
I think it is one.
如果用通俗的话来讲
In simpler terms,
是一个计划经济加市场经济中间
It is a system between planned economy and market economy.
并行过度中国特色化的一个市场竞争模式
A market competition model that excessively emphasizes the characteristics of socialism with Chinese characteristics.
但美国市场完全是一个自由竞争的市场
However, the U.S. market is completely a free competitive market.
美国没有发改委
The United States does not have a National Development and Reform Commission.
美国的产品的市场价格都是同时讲究
The market prices of products in the United States are all carefully considered simultaneously.
实际上就是用市场来PK
In fact, it is a competition using the market.
我们知道仿制药在美国来说
We know that generic drugs in the United States are...
如果你第一个仿制的
If you are the first to imitate.
你的价格定价可以在原来要的95%
Your pricing can be set at 95% of what you originally wanted.
90%
90%
我建议你第一个挑战成功的
I suggest you succeed in the first challenge.
你还可以获得180天的天的独占权
You can also obtain exclusive rights for 180 days.
他有效的
He is effective.
这是保护的
This is protected.
就是说
That is to say.
挑战专利挑战原原的这么一个游戏规则
Challenge the patent challenge of such a game rule.
但第二家第三家
But the second and third.
如果你是第15家仿制的时候
If you are the 15th to replicate it.
你的产品定价
Your product pricing.
这可能原原厂原原要的5%是10%
This may originally require 5% but is actually 10%.
但如果你还有空间
But if you still have space.
那是你的本事
That's your skill.
那要第15家以后
Then it should be after the 15th.
可能就没有仿制了
There may not be any imitation.
因为市场价格已经非常低了
Because the market price is already very low.
而且美国的法律也推行另外一种模式
Moreover, American laws also implement another model.
就是说鼓励
That means encouragement.
就是医生
It's just a doctor.
如果有仿制代替的话
If there are substitutes available.
你必须开启仿制药
You must open the generic medication.
这是美国的法律
This is American law.
因为美国有大的医保商
Because the United States has large healthcare insurers.
他们给我们这样的结结个大的医保成本
They gave us such a significant medical insurance cost.
所以就是说这是完全的不同的市场
So it means this is a completely different market.
自由经济的市场
Market of a free economy.
你对市场规则
Your thoughts on market rules.
包括美国市场的游戏规则
Including the rules of the game for the U.S. market.
怎么销售
How to sell?
和哪个商业集团打交道
Which business group are you dealing with?
包括美国的报批
Including approval from the United States.
md的报批时间
Approval time for MD.
现在又有没有md的收费的法案
Is there currently any legislation regarding charges for MD?
所以从这个角度来讲
So from this perspective
你报批一个产品
You are applying for approval for a product.
是有成本的
It has a cost.
你要想你现在的报批
You need to think about your current approval process.
对你三年后五年后的市场运作
Regarding your market operations three to five years from now.
有什么样的帮助
What kind of help is available?
在成本上有什么样的协助
What kind of assistance is available regarding costs?
所以这是一个一定是一个团体协作的过程
So this is definitely a process of teamwork.
对游戏规则充分了解情况下
Under a full understanding of the game rules.
还有很好的市场定位
There is also a very good market positioning.
产品选择的过程
The process of product selection.
最后第五个就是讲
The last fifth one is about讲.
国际市场开发
International Market Development
包括并购在国际化过程中的作用
The role of mergers and acquisitions in the process of internationalization.
其实这一点我觉得我们应该学习以色列人
In fact, I think we should learn from the Israelis on this point.
以色列犹太人是一个
Israeli Jews are a
我个人是一个做生意的
I personally am a businessman.
一个非常好的一个
A very good one.
非常可以学习借鉴的一个民族
A nation that is very worthy of learning from and emulating.
所以犹太人在美国市场
So Jews in the American market.
我们会看到他已经控制了两个领域
We will see that he has already controlled two areas.
一个是金融领域
One is in the financial sector.
美国的很多
Many in the United States.
你看Felix
You see Felix.
就是联邦
It is the federation.
联邦货币局
Federal Monetary Bureau
包括那个陶杰顺
Including that Tao Jieshun.
都全是犹太人
They are all Jews.
他把控了美国的金融市场
He has control over the financial market in the United States.
第二个就是犹太人对市场规则的了解
The second is the understanding of market rules by Jewish people.
游戏规则的这种创造
The creation of game rules.
他们把握的比其他领域都深
They have a deeper understanding than in other fields.
所以在这两点借鉴下
So based on these two points of reference,
我觉得TIVA作为全球第一大房地产公司的产生
I believe TIVA is the emergence of the world's largest real estate company.
它迎合这种背景
It caters to this background.
因为它的游戏规则太了解了
Because I understand its rules too well.
然后它利用了强大的金融的实力
Then it leveraged its strong financial power.
并购了很多工厂
Acquired many factories.
快速的实现了TIVA在全球第一的文职
Successfully achieved TIVA's position as the number one civilian entity globally.
所以印度人是逐渐像学习这个以色列人
So Indians are gradually learning from these Israelis.
我们如果和印度人打过交道的话
If we have dealt with Indians.
你会发现两点特质
You will find two distinguishing characteristics.
我们应该借鉴
We should learn from.
一个就是说
One means to say.
他在国际市场的游刃有余
He is adept in navigating the international market.
我是有幸从在2006、2007年
I was fortunate to be in 2006 and 2007.
也过参加那个BCAT
I also participated in that BCAT.
他们叫美国化学制药行业协会的GALA的年度会议
They call it the annual meeting of the GALA of the American Chemical Pharmaceutical Industry Association.
当然中国人还很少
Of course, there are still very few Chinese people.
我们中国人很少
We Chinese people are very few.
中国人就说我用说说就站在一个角落里面
Chinese people say I just stand in a corner and talk.
我们一个小团体自己和自己说话
We, a small group, speak to ourselves.
但印度人已经当时主动的和西方的各大企业的采购老板决策的进行沟通
But at that time, the Indians proactively communicated with the decision-makers of major Western companies' procurement departments.
非常积极的沟通
Very positive communication.
但这一个语言的优势
But the advantage of this language
但这也说明他们的心态的一种公开
But this also indicates a certain openness of their mindset.
他愿意就是融入到全球化的一个氛围中
He is willing to integrate into a global atmosphere.
我们还是就说还是有点把自己孤立起来
We still say that we are somewhat isolating ourselves.
这是一个积极的态度
This is a positive attitude.
第二就是说
The second thing is to say.
非常好的策略运用各种非常好的工具
Very good strategy using a variety of excellent tools.
包括在美国的各种金融方面的专家
Including various financial experts in the United States.
法律专家
Legal expert
市场运营专家
Market operations expert
他可以提供我们可以先先付一些资金费都都不费
He can provide us with some funds that we can pay in advance without any cost.
但是他把这些专家凑合在一块
But he brought these experts together.
到了他们的做事
When it comes to their work.
成功了后
After succeeding.
大家都得意
Everyone is proud.
但这里虽然有风险
But there are risks here.
但是他们是最后最终是以成功的为多
But in the end, they are mostly successful.
所以就说
So it goes.
怎么运用在国际上开发办产业卖出去
How to develop and sell industries internationally?
怎么去在西方
How to go to the West?
特别在美国欧洲市场来并购企业选择好的合作伙伴
Especially in the American and European markets, it is important to choose good partners for mergers and acquisitions.
这也是一个出研发在国际注册以外
This is also a development outside of international registration.
我们都需要去借鉴先进企业的一个经验
We all need to learn from the experiences of advanced enterprises.
现在我们知道
Now we know.
所以国内
So domestically.
如果国际化好的企业像耀明康德
If internationally successful companies are like Yaoming Kangde.
那另外一个案例了
That's another case.
对耀明康德
Regarding Yaoming Kangde
因为他的本身的这种管理团队都是离阁
Because his management team is composed of individuals who have left the cabinet.
都是来自于西方
They all come from the West.
所以他首先具备了西方的资本
So he first possesses Western capital.
所以他们在美国做了一个并购
So they made an acquisition in the United States.
是在美国上市
It is listed in the United States.
现在当然做的像复兴药业是一件
Now, of course, doing something like Fuxing Pharmaceutical is one thing.
这也比较活跃
This is also relatively active.
在做这方面事情
Involved in doing things in this area.
我最近如果说富人富人的老总在这
I recently said that the rich and the rich's bosses are here.
也是比较激进的
It is also relatively radical.
就是说和国外的企业合作的事情
That is to say, the matter of cooperating with foreign enterprises.
互聚所长
Combine strengths.
但这只是个开端
But this is just the beginning.
还没有看到大的这种动作
Haven't seen any major actions like this yet.
我们有说哪个中国的制药企业
Which Chinese pharmaceutical company are we talking about?
购买了美国或者哪个制药企业
Purchased by an American or which pharmaceutical company.
现在我们并购的小大小大
Now we have mergers and acquisitions of all sizes.
可能都是说
It may all be said.
先做一些终端渠道的并购
First, carry out some mergers and acquisitions in the terminal channel.
是研发机构的小并购
It is a small acquisition by a research and development institution.
是研发机构的合作
It is a collaboration of research and development institutions.
还没有深入到
Not yet深入到.
就是说大的厂业厂
That means large factories or enterprises.
公司与公司之间的并购
Mergers and acquisitions between companies.
我觉得这个是需要有一定的实力的
I think this requires a certain level of strength.
不光你的资金的实力
Not only the strength of your capital.
更是需要你
I need you even more.
对这个市场规则的了解
Understanding of the market rules.
你将来对这种并购企业的把控
Your future control over this type of merged enterprise.
我觉得这个是一个非常大的问题
I think this is a very big problem.
所以我留意你所讲的很多
So I pay a lot of attention to what you say.
我觉得中国企业和印度企业比起来
I think Chinese enterprises are compared to Indian enterprises.
现在我们首先要认识到自己的差距
Now we must first recognize our own gaps.
差距应该就是在时间上十到十五年
The gap should be about ten to fifteen years in terms of time.
为什么
Why?
就是八十年代
It is the 1980s.
他们开始国际化的时候
When they began to internationalize.
我们还在懵里懵懂的
We are still in a state of confusion and naivety.
在计划经营下的懵
Confusion under planned management.
还在这种氛围下
Still in this atmosphere.
还在幸福的过程中
Still in the process of happiness.
还在这种氛围下还在幸福的过程中
Still in this atmosphere, still in the process of happiness.
过的这类生活
The kind of life lived like this.
现在如梦方行的时候
Now is the time when dreams begin to unfold.
如果说九十九二年
If we say in the year ninety-nine, two.
我们大的这个就是国有企业获得出口权的时候
When our major enterprises obtain export rights.
印度已经在西方
India is already in the West.
已经把路子铺开了
The path has already been paved.
我们的现在探索国际化的时候
When we are currently exploring internationalization.
只能说我们原料具备了这种优势
I can only say that our raw materials possess this advantage.
原料的优势还是大众原料优势多
The advantage of raw materials is still more in favor of mainstream raw materials.
特色原料国内的做的也就几家
Only a few companies in the country do specialty ingredients.
印度还在买了我们的中年体
India is still buying our mid-aged products.
这种特色原料这种制剂买了西方去
This special ingredient and formulation have been sold to the West.
所以在成品用的国际化政策上
Therefore, in terms of internationalization policies for finished products.
我们只能说是刚刚开始
We can only say that it has just begun.
差距还是非常大
The gap is still very large.
这个是一个民族性的差距
This is a gap in ethnicity.
一个群体性的差距
A gap in a group.
需要去
Need to go.
就是大家很多企业在探讨
Many enterprises are discussing this.
我们怎么能活下来
How can we survive?
西方如果做这个事能活下来
If the West can survive by doing this.
是不是能用自己原料的优势
Is it possible to leverage the advantage of using one's own materials?
但大家如果说我们群里
But if everyone says in our group...
如果有做成品分析的人
If there are people who conduct finished product analysis.
你会发现其实一个产品的价格
You will find that the price of a product.
在西方你原料这个产品的就是说成本
In the West, the cost of this product is referred to as raw materials.
生产成本只占整个产品定价的30%
Production costs account for only 30% of the entire product pricing.
是绝对不会超过50这么讲的
It absolutely won't exceed 50, that's what I'm saying.
那你说40% 50%的成本
Then you say 40% to 50% of the cost.
它主要的成本是在它原料无关的
Its main cost is unrelated to its raw materials.
所以你再发挥你的优势
So you can showcase your strengths again.
你发不出来
You can't send it out.
另外40% 50%的成本
An additional 40% to 50% of the cost.
主要是在大规模规模化的生产
Mainly in large-scale production.
精英化的管理
Elite management
下面产生
Generate below.
包括在市场上的投入
Including the investment in the market.
所以就说我们如何发挥在成本上的优势
So we are discussing how to leverage our advantages in costs.
也是一个很简单的话题
It's also a very simple topic.
怎么竞争
How to compete
怎么与别人竞争PK
How to compete with others?
差距是有
There is a gap.
但是我觉得个人认为机会还是非常多
But I personally think there are still many opportunities.
我们的机会在于就是说
Our opportunity lies in saying.
我们首先国内是一个庞大的市场
Our domestic market is a huge one.
就很多企业在探讨国际化的时候
When many companies are discussing internationalization
一定是国内根基比较深
It must be that the foundation is relatively deep domestically.
你做的
What you did.
国内有我们有人给你送饭
There are people in the country who can deliver food to you.
你说国内这个市场
You said the domestic market.
他一年如果说有几个月的利润
If he makes a profit for a few months in a year.
他会供养你在国际化上的投入
He will support your investment in internationalization.
而国际化上的投入反过来会回补国内产品的这种发展
The investment in internationalization will, in turn, reinforce the development of domestic products.
我这两个说有机的统一和平衡
The unity and balance of these two concepts I mention are organic.
这是非常好的一个局面
This is a very good situation.
第三个另外讲就是说有没有一个途径
The third thing to mention is whether there is a way.
一下子快速在国际上做利益
Quickly pursue interests internationally all at once.
现在很多企业有的探讨在创新药的研究
Many enterprises are currently discussing research on innovative drugs.
说创新药会另外一个探讨在生物生物药方面的研究
The discussion on innovative drugs will also involve research in the field of biologics.
所以看到很多有一些企业
So I've seen a lot of companies.
你想这个是一个很明显的
You think this is very obvious.
就是说还是还正在复养
That means it is still in the process of being rehabilitated.
他们已经开始做了布局生物制药
They have already started to lay out their plans for biopharmaceuticals.
然后走到一下通过这个
Then walk through this.
快速的这种美侃的提高来从西方取得一边更
The rapid improvement of this beauty can be achieved by getting more from the West.
包括航运一体力康
Including integrated shipping and healthcare.
他们谁做的是无菌之际
They did it at a time of sterility.
这个也比较高端
This is also quite high-end.
成都我们成都的企业成都康宏赛金
Chengdu, our Chengdu enterprise Chengdu Kanghong Saijin.
他们也投资巨大
They also invest heavily.
先在无菌之际上先树立自己的优势
First, establish your advantages in a sterile environment.
因为他一下子把自己定买高端
Because he suddenly set himself up to buy high-end products.
现在虽然痛苦一些
Although it is a bit painful now.
投入比较高
Higher investment required.
但也许到两到三年以后
But perhaps in two to three years.
他产品链布局上来以后呢
After the layout of his product chain is established,
他的机会就来了
His opportunity has come.
所以有机会
So there is an opportunity.
有竞争
There is competition.
有差距
There is a gap.
也有压力
There is also pressure.
所以这时候就有良好的策略
So at this time, there is a good strategy.
包括很好的战略实施
Including very good strategic implementation.
推进你的团队
Promote your team.
分布实施
Distributed implementation
总之印度企业你和他们打交道
In short, when dealing with Indian companies.
你会发现很多东西可以去学习
You will find many things to learn.
但这个差距其实不是
But this gap is actually not
就是两日之工
It's just two days of work.
需要我们慢慢去补一天的课程
We need to slowly make up for a day's lessons.
但我想咱们国人都非常聪明
But I think our fellow countrymen are very smart.
但反而说在做药品这个角度来讲
But rather, from the perspective of developing drugs...
聪明是不可取的
Being smart is not advisable.
可以说需要严谨的态度去做点事情
It can be said that a rigorous attitude is needed to do certain things.
所以我们一整天可以打打捞捞
So we can fish and scoop all day long.
但是在中国市场可以这么讲
But in the Chinese market, it can be said this way.
在国际市场上是一般意义
In the international market, it is generally understood.
我再讲一个新的形式
I'll talk about a new form.
现在就是说
Now it's just saying
FDA的官员已经陆陆续续布局
FDA officials have been gradually making arrangements.
假想在中国市场的力量
The imagined power in the Chinese market.
我们看年前就说年底的时候一个消息
We mentioned a piece of news earlier in the year that would come out at the end of the year.
FDA中国办公室已经从原来的7个人
The FDA's office in China has reduced from the original 7 people.
增加到28个人
Increase to 28 people.
29个人
29 people
一下增加23个人
Increase by 23 people at once.
那你说下一步对中国制药企业的飞行检查
Then you mentioned the next step for the flight inspection of Chinese pharmaceutical companies.
就在很快就会实施
It will be implemented very soon.
不会通知对
Will not notify.
可能也许一年
Perhaps a year.
以前我们说两年检查一次工厂
In the past, we said to inspect the factory once every two years.
三年检查一次
Check once every three years.
现在可能一年也查一次
Now it might only be checked once a year.
就查的频率会更高
The frequency of checks will be higher.
所以这一点大家应该提高警惕
So everyone should be vigilant about this point.
如果说群里有企业做国际化的企业
If there are companies in the group that are engaged in internationalization.
有产品的出口到国外
There are products exported to foreign countries.
就把自己的事情做好
Just focus on doing your own things well.
免疫将来在市场上的被动
Immunity will be passive in the market in the future.
这个是非常关键的
This is very crucial.
我们这个revexing
Our revexing.
就是说revexing是印度的
That is to say, revexing is from India.
它被日本的第一制药三共
It is by Japan's first pharmaceutical company, Sankyo.
并购以后一直是出了很多事情
Many things have happened since the acquisition.
它出的事情主要就是质量上的事故
The incidents it caused were mainly quality-related accidents.
这个revexing又被FDA关闭了
This revexing has been shut down by the FDA again.
两个工厂
Two factories
因为他们还经营法管
Because they also operate legal affairs.
所以质量上的问题
So it is a quality issue.
也会引起企业的正常的反弹
It will also trigger a normal backlash from the enterprise.
昨天晚上拿了一个数据
I collected some data last night.
就是说讲2012年
That is to say, talking about the year 2012.
2013年统计的
Statistics from 2013.
就是说哪些国家
That is to say, which countries?
获得FDA几国系最多
The country with the most FDA approvals.
排名第一的是中国
Ranking first is China.
第二个是印度
The second one is India.
第三个是加拿大
The third one is Canada.
但是我们是众矢之地
However, we are the targets of criticism.
还出了质量数据
There are also quality data released.
这也不难考虑
This is not difficult to consider either.
就是为什么说
That's why it's said.
我们中国的产品在美国
Our Chinese products in the United States.
在欧洲
In Europe
Made in China
Made in China
就是说所有产品都可以接受
That means all products are acceptable.
但一个药品
But a medicine
它是美国人
It is an American.
包括西方人的最会到
Including the best known among Westerners.
所以在生产推广有难度的问题
So there are difficulties in production and promotion.
就在于我们太多的负面消息
It's just that we have too much negative news.
国人让在国外对我们这个药品的生产
The Chinese people allow the production of this medicine abroad.
它是有看法的
It has opinions.
所以这个需要时间去改变
So this needs time to change.
需要有一两个吃螃蟹的人
There needs to be one or two people eating crabs.
就是说慢慢打破这种
That means slowly breaking this.
对我们产品这种低质量的这种认知
The perception of our product as low quality.
更多的需要我们自己把自己的质量做好
We need to improve our own quality more.
所以零零碎碎
So it's all fragmented.
我就讲了50分钟
I just spoke for 50 minutes.
我会回头我会贴几张片子
I will turn back and post a few pictures.
让大家有一些观点可以通过这个
Let everyone have some viewpoints through this.
通过QQ我们来交流
Let's communicate through QQ.
有问题我可以通过我们通过语音再来补充
If there are any questions, I can provide additional information through voice.
好
Good
谢谢大家
Thank you, everyone.
我这群里高人
There are experts in my group.
因为虽然不说话
Because even though I don't speak.
你们什么都懂
You understand everything.
所以我的观点只能说说我一家之言可能不对
So my opinion can only be regarded as my own personal view, which may not be correct.
我希望以后多较量
I hope to have more competitions in the future.
谢谢大家
Thank you, everyone.
优优独播剧场——YoYo Television Series Exclusive
YoYo Television Series Exclusive
全片以Google Pixel 4拍摄
The entire film was shot with Google Pixel 4.
刚才这个
Just now this.
Cipra的硬件和软件的一个
One of Cipra's hardware and software.
硬件和软件的一个
One of hardware and software
有兴趣的
Interested
我认为确实注重
I believe it is indeed important.
产业都觉得很多产业
Industries all feel that many industries...
它并不是非常的
It is not very.
它并不是非常的坚定
It is not very firm.
有谁看它的设备
Who is looking at its equipment?
像这个鸦片机
Like this opium machine.
有两台
There are two machines.
这个Fate的鸦片机
This Fate's opium machine.
它三到四台
It has three to four units.
它为主
It serves as the main.
什么包衣啊
What kind of coating is that?
包衣啊
Padded jacket!
这些设备
These devices
包包装器
wrapper
这些设备
These devices
包包装器
Package Wrapper
有多的事情
There are too many things.
所以从这个角度来讲
So from this perspective
印度企业的
Indian enterprises
整体的
Overall
所以这和一个
So this is related to a…
产业的发展是相关的
The development of the industry is interrelated.
它的制药的设备
Its pharmaceutical equipment
它是国际化的标准
It is an international standard.
国际化的标准
International standards
它的原辅料
Its raw and auxiliary materials.
特别是辅料
Especially auxiliary materials.
包裁
Package cutting
它也是按照国际化的标准
It is also in accordance with international standards.
它很多辅料
It has a lot of auxiliary materials.
它很多
It has a lot.
美国的辅料
American auxiliary materials
也是也可以报DMF
It can also be reported as DMF.
像包裁报的美国Type 3和DMF
The American Type 3 and DMF, similar to a package cutting report.
那你说这为它
Then what do you say it is for?
进行产品的NV的申报
Proceed with the NV declaration of the product.
进行了良好的铺垫
Laid a good foundation.
就是人才的国际化
It is the internationalization of talent.
政府管理斯文
The government manages civilization.
它也和国际是接轨的
It is also in line with international standards.
我们和印度
We and India.
这个卫生部当局交流的时候
When the authorities of the Ministry of Health communicate.
他们也很明确的告诉他们的交流的动态
They also clearly communicated the dynamics of their interaction.
主要是美国的FDA
Mainly the FDA of the United States.
欧盟的E
EU's E
所以这个他们从法规的角度来讲
So from the perspective of regulations, they...
是国际是接轨的
It is in line with international standards.
但是从这个角度来讲
However, from this perspective.
我们现在就是说国内的
We are now talking about the domestic situation.
大家能听到声音吗
Can everyone hear the sound?
能听到
Can hear
我看朱总说没听到
I saw that General Zhu said he didn't hear.
所以我看已经开始讲了
So I see that it's already started to be talked about.
OK那就说是可以听到的
Okay, then let's say it can be heard.
一个人没有听到
A person did not hear.
是因为我刚才一直用了耳麦
It's because I was using the headset just now.
我现在用的没有用耳麦
I am not using a headset right now.
看你都能听到的听到
I can hear what you can hear.
那稍等一下
Just a moment, please.
我还我调一下
I'll adjust it.
好了
Alright.
我现在用了耳麦
I am using headphones now.
所以大家能听得到的话
So everyone can hear it.
OK
Okay
就说继续
Just say continue.
你认为王总王刚
What do you think of General Manager Wang Gang?
如果你认为听到
If you think you hear
你可以点个二这样去就听到了
You can order a "two" like that and you'll hear it.
OK好了
OK, that's fine.
那就好了
That's good then.
所以刚才你看
So just now you saw.
夫人的朱总
Madam Zhu.
我觉得他配合的非常好
I think he is very cooperative.
他也讲了他去印度的一个观点
He also shared his perspective on going to India.
我们刚才讲就是印度的国际化
What we just talked about is India's globalization.
是全方位的配套的国际化
It is a comprehensive and supportive internationalization.
各种从政府对法律的理解
Various understandings of the law by the government.
政府官员的这种服务的态度
The attitude of government officials in providing this service.
包括这个主要的设备原辅料包裁
Including the cutting of the main equipment's raw and auxiliary materials package.
包括人才
Including talent
包括金融包括法律
Including finance and law.
他全方位的都配合了他国际化的发展
He has fully aligned with his international development in all aspects.
我们一对一来讲
Let's talk one-on-one.
是我们是有差距的
Yes, we have a gap.
我从政府层面来讲
From the government level, I would say...
这个我们现在是个公开场合
This is a public occasion for us now.
并不是说讲看到一些
It's not to say that speaking has seen some.
我们已经买了哪个地方
We have already bought which place.
开始弥补差距
Begin to bridge the gap.
第一个讲就是从新药批准的这种标准和速度来讲
The first speech is about the standards and speed of new drug approvals.
新药纺织药
New textile drug
所以我们了解就是印度批准一个纺织药
So we understand that India has approved a textile drug.
他是不超过十二个月
He is not more than twelve months old.
十二个月之内就是可以拿到批件
The approval can be obtained within twelve months.
这些印度企业报批的这个纺织药
These Indian companies have applied for approval for this textile drug.
他应该是一体化的
He should be integrated.
因为所有的文件都是英文的
Because all the documents are in English.
所以他做完在国内的报批
So he completed the approval process in the country.
可以同时在国外报批
Can be applied for approval abroad at the same time.
那从这个角度来讲
From this perspective
我们是完全不见轨的
We are completely off track.
我们现在就说在国内拿一个批件
Let's talk about obtaining a permit in the country now.
可能需要三到五年
It may take three to five years.
需要排队非常长的时间
It takes a very long time to queue.
同时我们现在做的是两套文件
At the same time, we are currently working on two sets of documents.
我们都其实做两套文件
We actually make two sets of documents.
你国内报批
You need to get approval domestically.
谁去用
Who will use it?
用到国外报批
Used for foreign approval.
从质量研究
From quality research
从标准上来说
From a standard perspective.
你是有差距的
You have a gap.
那就说你再做国际化
Then it means you are going international again.
出色的时候
When outstanding
你要重复的研发
You need to repeat the research and development.
重复的做生物德学研究
Repeatedly conducting biological ethics research
那就给市场开发做出很多难度
That would create a lot of difficulties for market development.
说什么时候能并轨
When will it be possible to synchronize?
这是个大的趋势
This is a big trend.
一套资料全球化的适用
A set of data suitable for global use.
都符合SH的标准
All meet the SH standards.
这是一个我觉得从政府层面
This is something I feel should be addressed at the government level.
要进行考虑的问题
Questions to consider.
不然就和在国际市场来讲
Otherwise, it will be like in the international market.
我们是没有我们的机会是越来越小
Our opportunities are getting smaller and smaller.
你现在一个趋势是说
You are now saying a trend.
这夸公司他们的战略
This praises the company's strategy.
包括印度企业的战略
Including the strategies of Indian enterprises.
都是考虑这个叫farm emerging country
It's all about considering this as a farm emerging country.
就是说考虑这个新兴市场的机会
That is to say, considering the opportunities in this emerging market.
所以我们看到说说讲
So we see that speaking and talking.
我说夫人和这个英文
I said madam and this English.
我师傅做的政局
The situation created by my master.
海图啊
Nautical chart.
对公司的合作
Cooperation with the company
其实他更看重的是中国抗肿流市场的庞大的机会
In fact, what he values more is the huge opportunity in the Chinese anti-cancer drug market.
而且夫人也是
And the lady is also.
如果我都分析中
If I analyze it all.
诸董可以补充对
Mr. Zhu can provide further information.
所以服务员看重他强大的产品线
So the waiter values his strong product line.
因为他产品是有国际化的标准
Because his product meets international standards.
可以在国内快速的申报
Can quickly declare it domestically.
但那个申报还需要时间
But that declaration requires more time.
在政府层面应该做的事情很多
There are many things that should be done at the government level.
包括协会方面
Including the association aspect.
协会方面
Association方面
我们这里可能也有协会的同志
There may also be colleagues from the association here.
协会协会怎么会做得更专业化
How can the association become more professional?
更市场化
More market-oriented
而不是更政府行为
Rather than more government actions.
所以这个也是一个问题
So this is also a problem.
另外就是讲这个制药设备
In addition, it is about this pharmaceutical equipment.
因为我们现在产品的
Because our current product's
价值还不如不足以支撑
The value is not enough to support it.
大家都使用这种进口的设备
Everyone uses this imported equipment.
我曾经参与过一个论坛
I once participated in a forum.
就是大家就是说
It’s just that everyone is saying.
对是一个医院的医生
Yes, he is a doctor at a hospital.
他对中国就是本土
He treats China as his homeland.
企业做的这个安保瓶
The security bottle made by the company.
他有很多抱怨
He has many complaints.
他有一个安保瓶
He has a security bottle.
所以就我在每次在给病人用的时候呢
So every time I use it for patients, you know.
打的安保瓶的过程中都会把我的手给刺伤
During the process of making the security bottle, my hands often get pricked.
那你说你那用你的玻璃瓶
Then you say you use your glass bottle.
这个质量是个便宜的廉价的
This quality is cheap and low-priced.
那他下面马上就有这个医院
Then he will have this hospital right below him.
这个这个药厂的这个同事来反驳
This colleague from the pharmaceutical company came to rebut.
就说我们这个这个一瓶可能还一毛钱
Just say that this bottle might cost around one dime.
他夸公司发的或者相同产品
He boasts about the company’s products or similar products.
或者是比更好的产品
Or maybe it's better products.
他们一瓶就三十美元
They sell for thirty dollars a bottle.
或者五十美元
Or fifty dollars.
那你说你在这个情况下
Then you say you are in this situation.
我用什么样的速度
What kind of speed should I use?
这个瓶子来支撑我这么低廉的价格
This bottle supports my so low price.
所以就是现在这个包材辅料原料
So it's the current packaging materials and auxiliary raw materials.
原料现在我们已经国际化的程度比较深了
The raw materials have now reached a relatively deep level of internationalization.
对辅料和包材在这个国家国际化程度的培养过程中怎么能并行
How can the cultivation of the internationalization level of auxiliary materials and packaging be carried out concurrently in this country?
但这是有成本的
But this comes at a cost.
你做了国际化他都有成本
You have costs associated with internationalization.
所以延伸的问题就是说你的产品的附加值是有多少
So the extended question is how much added value your product has.
如果产品是低廉
If the product is cheap
你用不起这些东西
You can't afford these things.
所以这个第二个观点就是说你配套的国际化是有多少的费用
So this second point is about how much the costs are for your accompanying internationalization.
设备辅料包材都是基于你有强大的附加值的产品的基础上来做的
The equipment's auxiliary materials and packaging are all based on the strong added value of your products.
这也是为什么有的企业定位就定位抗肿瘤啊
This is also why some companies are positioned as anti-tumor.
包括
including
机型是乌军呀
The model is from the Ukrainian army.
冻肝啊
Frozen liver!
这些产品我觉得它附加值可能稍微高一些
I think the added value of these products may be slightly higher.
第三个就是说人才人才这个角度怎么来
The third point is how to approach the perspective of talent.
所以国际化的中国到底有多少人才
So how many talents does an internationalized China actually have?
所以这个我觉得很多咨询公司也在研究呢
So I think many consulting companies are also studying this.
现在如果说做出口的算不算
Does it count as exports if we talk about it now?
所以很多企业都有自己做出口的财务人员
So many companies have their own financial personnel handling exports.
但出口人员往往就说
But the export personnel often say
对这个国际贸易的流程比较了解
I have a good understanding of the process of international trade.
但是实际对国际法规
But in reality regarding international regulations
国际市场游戏规则
International market rules.
国际大的研发的取向
The orientation of international large-scale research and development.
产品的选择
Product selection
国际上的招标采购定价
International bidding procurement pricing
这是一个大的话题需要研究
This is a big topic that needs to be studied.
如果是仅仅的单纯的出口
If it is just a simple export.
这个我觉得是
I think this is.
只是一个做单据的过程
It's just a process of making documents.
但真正深入的国际化的研究
But truly in-depth research on internationalization.
应该是一个基于产品
It should be product-based.
基于市场
Market-based
是因为下一步更大的
It is because of the next bigger step.
基于国际资本
Based on international capital.
基于各种资源的优势整合
Integration of advantages based on various resources.
这么一个研究的过程
Such a research process.
不单纯是简单的做一个单据
It's not just simply making a document.
所以我认为
So I think.
从一个人才角度来讲
From a talent perspective.
我们从这个法律上的人才
We cultivate talent in this legal field.
如果说现在
If we say now
如果说你在美国做条件专利
If you are applying for a conditional patent in the United States.
其实也许你会用到美国的律师
In fact, you might need a lawyer in the United States.
但是美国的律师就非常贵
But lawyers in the United States are very expensive.
按小数付费的
Paying by the decimal.
而且官司失败
And also lost the lawsuit.
他还被定来退款
He was also ordered to issue a refund.
金融
Finance
如果说做并购
If we talk about mergers and acquisitions.
你就用到美国的整个团队
You will use the entire team in the United States.
所以就是如果说从这个角度来讲
So if we speak from this perspective,
中国现在有很多这个团队
China now has many of this team.
专业团队可以配合
The professional team can cooperate.
但还是比较少
But it's still relatively few.
比较少的时候
Less often.
过程中他收费也比较贵
He also charges quite a lot during the process.
人才也是一个
Talent is also one.
各个人才的培养
Cultivation of different talents.
包括各个企业对国际化人才的培养
Including the cultivation of international talent by various enterprises.
很重视
attach great importance to
因为做这个事情
Because of doing this thing
你就需要在这方面付出
You just need to put in the effort in this area.
一些资源和配置
Some resources and configurations
资源的配置
Resource allocation
所以中国和印度的这种比较
So this comparison between China and India.
是各个环节
It is each link/section.
环节我们都发现
We all discovered in the links.
都是有差别
There are differences.
所以这个和两个国家
So this is related to two countries.
一个印度国内企业
A domestic enterprise in India.
国内市场
Domestic market
比较小
Relatively small
和国外经济的参与率比较高
The participation rate in the foreign economy is relatively high.
中国就像我们说的不好听
China is not as good as we say it is.
就像当年清朝的时候
Just like during the Qing Dynasty.
我们的自然
Our nature
我们就是天下第一
We are the best in the world.
我们不用出去
We don't need to go out.
所以这样的观点束缚下
So under such a restrictive viewpoint
我们觉得我们国内市场足够大
We believe that our domestic market is large enough.
不用去全球市场来飞一杯羹
No need to go to the global market to get a piece of the pie.
在这种情况下
In this case.
我们国际化的步伐就慢了很多
Our pace of internationalization has slowed down significantly.
现在趋势是这样
The current trend is like this.
国内市场慢慢被跨公司的蚕食
The domestic market is gradually being eroded by cross-company competition.
因为医院用药肉
Because the hospital uses medication.
你去飞行的数据的话
If you go to the flight data.
IMS的数据
IMS data
应该医院三家医院的实际60%到70%
It should be 60% to 70% of the actual capacity of the three hospitals.
药品都是跨公司的
The drugs are all cross-company.
可能有30%
It might be 30%.
在单这里面跨公司
Crossing companies in the single order.
包括合资企业
Including joint ventures.
在中国的工厂
In China's factories.
20%到30才是本土的企业
20% to 30 is the local enterprise.
也许我们在二甲医院
Maybe we are at a second-tier hospital.
在第三中单在农村医院
At the third middle school in the rural hospital.
有一些机会
There are some opportunities.
那个产品都是一些价格非常低点的产品
That product consists of some items at very low prices.
所以国内市场是一个被蚕食的过程
So the domestic market is a process of being eroded.
但这一块市场是不能丢
But this market segment cannot be lost.
在这个基础上你还会探讨
On this basis, you will also explore.
如果在国外市场上
If in the foreign market
商业利益是一方面
Business interests are one aspect.
我个人认为是首先学习它的规则和标准
I personally believe that the first step is to learn its rules and standards.
然后把这规则标准引入到企业的管理模式中
Then introduce this rule standard into the management model of the enterprise.
然后在企业做大做强
Then grow and strengthen the enterprise.
因为我觉得未来十到十年
Because I think in the next ten to ten years
一个靠这个投机取巧
Someone who takes shortcuts by relying on this.
或者靠这种以前机会主义
Or rely on this kind of opportunism from the past.
我觉得这个实际是
I think this is actually.
时代已经一去不复返了
The era has gone and will not return.
慢慢的来说
Take your time to speak.
我觉得新买JMP是一轮热潮
I think the new purchase of JMP is a wave of excitement.
一天的评价是一轮洗牌的过程
The evaluation of a day is a process of reshuffling.
加上环保是一轮洗牌的过程
Adding environmental protection is a process of reshuffling.
人力成本上升也是一个洗牌的过程
The rising labor costs are also a process of reshuffling.
慢慢我觉得一个企业就也是挺不过今年是明年
Slowly, I feel that a business won't be able to survive this year or next year either.
市场竞争是越来越惨烈
Market competition is becoming increasingly fierce.
但是留下来的应该都是一些具备优势资源的企业
However, those that remain should all be companies with advantageous resources.
可以在国内和国际市场谈到一些机会
Can discuss some opportunities in the domestic and international markets.
所以就说这个每个企业走的路是不一样的
So it can be said that every enterprise takes a different path.
一个企业是它是它会另辟蹊径
A company is that it will find a different path.
突然走捷径
Suddenly taking a shortcut.
也许有捷径可走
Maybe there are shortcuts to take.
突然并购
Sudden acquisition
突然切入到这么要害
Suddenly jumping into such a crucial point.
但是你不管怎么捷径走
But no matter how you take shortcuts.
一个企业没有良好的基础
A company without a solid foundation.
这个基础就是你良好的质量管理基础
This foundation is your good quality management foundation.
产业研发的基础
The foundation of industrial research and development.
是国内市场销售的基础
It is the foundation of domestic market sales.
没这个基础情况下
Without this foundation.
你快速升高国际化的这种训练这种业务
You quickly elevate the internationalization of this training and this business.
它是一个普遍的过程
It is a common process.
在这个过程中
In this process
我个人认为就是说是企业的一把手是最关键的
I personally believe that the leader of the enterprise is the most crucial factor.
企业一把手的战略和思维
The strategy and mindset of the top leader of a company.
它在一定程度上是决定了这个企业能够多远
It determines to some extent how far this company can go.
我觉得你内网就说刘总这个有一个非常好的一个
I think that within your network, there is something very good about General Manager Liu.
一个上面就说他的QQ上一个标题就是格局注定结局
One of them said that the title on his QQ is "The Pattern Determines the Outcome."
我觉得这句话写的非常好
I think this sentence is written very well.
就说你
Just talking about you.
你的定位是什么
What is your positioning?
就像你现在看不出来在十年后
Just like you can't see it now, in ten years.
你看不察觉了
You can't notice it.
倒回来讲
Conversely speaking
华海就说
Hua Hai said.
行
OK
有现在的
There is now.
有成就
Have achievements.
其实是在十年前
Actually, it was ten years ago.
我记得是2003年
I remember it was 2003.
2003年的时候是华海在美国就成立了华海那个公司
In 2003, Huahai established that company in the United States.
他那个公司的定位就在于
His company's positioning is based on
学习国外的标准
Study foreign standards.
经营国外的注册
Operating foreign registration.
当时华海一认识到就是他的原料的潜力已经慢慢接近慢慢就说比较枯极枯竭枯竭
At that time, Huahai realized that the potential of his raw materials was gradually approaching depletion.
要需要自己
Need to be oneself.
上去的附加值
Added value going up
他的今天这个
His today this
他就十年前的那个定位达到今天那个成就
He achieved today's success based on that position from ten years ago.
所以就说
So, I'm saying
周总也讲了
Mr. Zhou also spoke.
你看这个OK
Can you see this okay?
思路只是一个方面
Thinking is just one aspect.
没错
That's right.
技术和产品是根本
Technology and products are fundamental.
这个太对了
This is absolutely right.
就说一个企业
Just talk about a business.
如果说没有好的技术产品群
If there are no good technical product groups
你是无法去去在西方市场去去计算的
You cannot calculate in the Western market.
是无法去去在西方市场去去计算的
It cannot be calculated in the Western market.
是无法去去在西方市场去计算的
It is impossible to calculate in the Western market.
是无法去去计算的
It is impossible to calculate.
但是后面支撑的是你研发这个团队的强大和西方国际化的接轨和并轨
However, what supports this later on is the strength of your research and development team and its integration and alignment with Western internationalization.
因为老外和你谈判的时候经常会提到一个词
Because foreigners often mention a word when negotiating with you.
就是说做portfolio
That is to say, make a portfolio.
这个词portfolio就是说英文过程中理解
The word "portfolio" means understanding during the English process.
就是说是个公民包
It means it's a citizen package.
也是个包
It's also a bag.
他说你这个包里到底有什么东西
He said, what exactly is in your bag?
你有一个东西他就和一个东西他就不大看
You have one thing and he has another thing, but he doesn't pay much attention to it.
有30个东西50个东西100个东西
30 items, 50 items, 100 items.
我觉得100个东西都是说聚焦于某个行业
I think a hundred things all focus on a certain industry.
某个某个就是说叫疾病群
Certain diseases are referred to as disease clusters.
而且都是有技术附加值
Moreover, they all have technical added value.
这个时候你是你溢价你谈判的能力就增强了
At this time, your ability to negotiate and the premium you command have both increased.
对
Yes.
所以我觉得朱总昨天的朱总是讲的是非常对的
So I think what General Manager Zhu said yesterday was very right.
就是说美好的技术和产品作为支撑
That is to say, excellent technology and products serve as support.
比如说你都不知道去和他谈什么
For example, you don't even know what to talk to him about.
你谈的只是价格
You're only talking about the price.
但价格就是说是
But the price is what it is.
当然就是说是慢了我们的优势会丧失的一个过程
Of course, it means that if we are slow, we will lose our advantages in the process.
昨天看的经济CCTV2我们会看到就是说
Yesterday on CCTV2's economic program, we saw that...
慢慢就是各个大企业一个是存在两方面的问题
Slowly, large enterprises face two main issues.
一个是招工难的问题
One issue is the difficulty of recruiting workers.
慢慢企业工人是越来越难了
It is becoming increasingly difficult for workers in enterprises.
特别是技术素养的工人
Especially workers with technical literacy.
他的要价会越来越高
His asking price will keep rising.
第二是工人的成本是越来越高
The cost of workers is becoming increasingly high.
这个过程中就是你是选择设备
In this process, it is about choosing the equipment.
还是选择工人
Still choose workers.
选择机械化的东西
Choose mechanized things.
还是选择劳动密集型的产业
Still choose labor-intensive industries.
这对你成本就有影响了
This will affect your costs.
所以在某些领域某些产业品的打造经济优势
So in certain fields, the creation of economic advantages for certain industrial products.
让人让西方的就是让这些在国际市场上一起这个企业
What allows the West to advance is the cooperation of these enterprises in the international market.
他就这个领域做的是最好的
He is the best in this field.
我觉得只有作战
I think there is only combat.
我觉得他也会你的机会才会更多
I think he will have more opportunities because of you.
所以我们看的就是说
So what we are looking at is that...
有时候国外的大到企业的网站
Sometimes foreign large enterprises' websites
他经常都有句话
He often has a saying.
就是说他是叫specialty
That means he is called specialty.
就是他做的就是这个specialty
What he does is this specialty.
去理解为就是特要或者就是说
To understand it as being particularly necessary or just saying.
专注于做某个领域的行业的专家
An expert focused on a specific field or industry.
所以我觉得一定要自己就是说不要成为大众了
So I think it's important to be yourself and not become part of the masses.
而且作为一个具有专业特质
Moreover, as someone with professional qualities
具有特点的一个企业
A company with distinctive characteristics.
我觉得在这个特点上一定让人无法就是说去有尊感
I think this characteristic must make it impossible for people to feel a sense of respect.
比如说让巴西的经济势力数字越来高
For example, let Brazil's economic power numbers keep increasing.
那机会是越来大
The opportunity is getting bigger and bigger.
反正我就讲这么多
Anyway, that's all I'm going to say.
我的个人认为就是说这个就去印度
In my personal opinion, it means to go to India.
你会发现一个这个企业国家是乱红红的
You will find that this enterprise country is in chaos.
你想想孟买上上新德里
Think about Mumbai, then New Delhi.
就发现他们这个城市就不简单
I found that their city is not simple at all.
就不如我们一个小县城的感觉
It's not as good as the feeling of a small county town.
但是他的制药的工业国际化
But his pharmaceutical industry's internationalization
是解释两个世界两个世界
It is to explain two worlds, two worlds.
所以就说在这种乱的途径中
So it can be said that in this chaotic path
找的规则
Rules of search
这种其实国际化途径有哪一些
What are the possible internationalization pathways?
我觉得每个企业寻找途径都不一样
I think every business has different ways of seeking opportunities.
你现在就说你国内企业的发展
Talk about the development of your domestic enterprises now.
我觉得有应该有三种
I think there should be three kinds.
情形的基础上来说
Based on the situation
来探索国际化
Let's explore internationalization.
第一个就是假如你这个企业有原料
The first thing is if your company has raw materials.
而且原料基础特别好
Moreover, the quality of the raw materials is particularly good.
你有十个以上的DMF
You have more than ten DMFs.
这个技术基础上很多企业的国际化的形式是印度制度
On this technological basis, many enterprises' internationalization takes the form of the Indian system.
就是把原料变成制剂
It is to turn raw materials into formulations.
然后再做制剂的国际化认证
Then carry out the international certification for the formulation.
然后出口这个可以在原料的这种
Then the export can be done in this type of raw material.
成本上溢价
Cost premium
也许有些金融优势
Maybe there are some financial advantages.
第二个第二个就是说这是叫大宋原料的
The second one is called Great Song Raw Material.
大宋原料有的时候以OTC的名义来出
Sometimes the raw materials of the Song Dynasty are released under the name of OTC.
但是需要成本优势
However, cost advantages are needed.
第二个就是特仓化的原料
The second is the raw materials for special storage.
这些企业江浙也在比较多
There are quite a few of these enterprises in Jiangsu and Zhejiang.
特仓化原料如果他做到一定成本优势和规模
If special warehouse raw materials achieve a certain cost advantage and scale.
他在国际市场上能占据百分之七十以上的市场负药的时候
He can occupy more than seventy percent of the market share in the international market when it comes to negative drugs.
我觉得这个时候他把它变成剂
I think he is turning it into a potion at this time.
他是一定的优势的
He definitely has an advantage.
但这个又配合也就是你自己能做多大
But this also depends on how much you can do yourself.
因为你现在抢的是印度企业的饭碗
Because you are now taking away jobs from Indian companies.
包括是以色列企业提法的饭碗
Including the job offered by Israeli companies.
因为他们十年前已经用的API做成自己的国内商业卖
Because they have already used the API they developed ten years ago for their own domestic commercial sales.
这是你要抢他饭碗
This is to take his job away.
你的机会在哪里需要探讨
Where do you need to explore your opportunities?
第三个国际化
The third internationalization.
我觉得就像我夫人
I feel just like my wife.
包括我国内
Including my country.
我觉得全面很多企业像这种企业的比较多
I think there are many companies like this one overall.
就你没有原料
It's just that you don't have the raw materials.
你的原料只是以有中国GMP认证
Your raw materials are only certified with China GMP.
也许不生产
Maybe not produce.
你用这些GMP
You use these GMPs.
你这些原料是供应国内产品的国内的市场
These materials are supplied to the domestic market for domestic products.
你现在在这个技术上探讨国际化
You are now discussing internationalization in this technology.
这个就需要你在制剂的研发上
This requires you to be involved in the development of the formulation.
自己的进行上
On one's own progress.
那你说你在技术上的优势来
Then you talk about your advantages in technology.
减少你在对原料的依靠依赖原料
Reduce your dependence on raw materials.
你总要去别其他地方购买
You always have to go buy it elsewhere.
他们总会假假
They always pretend.
这第三种第三种
This third kind.
我这类企业也是需要你在怎么去研发的实力呢?
My type of business also needs your strength in how to conduct research and development, right?
包括刚才讲的这个技术和产品群上
Including the technology and product range mentioned just now.
当然引进来也是这种模式
Of course, introducing it this way is also the model.
就是说引进西方大的公司好的仿调产品在国内上市也是很好的模式
This means that introducing large Western companies' well-replicated products to the domestic market is also a very good model.
就主持和引进来结合起来
Just combine hosting and bringing in.
所以我觉得个人没有一种固定化的路径
So I believe that individuals do not have a fixed path.
这就需要每个企业来分析自己企业具备什么样的素养和资源
This requires each enterprise to analyze what kind of qualities and resources it possesses.
在这个基础上你来
Come on this basis.
对合方向
Opposite direction
然后定好国际化的时间
Then set the time for internationalization.
非不实施的
Not implemented.
我就不能模仿模仿
I just can’t imitate.
我觉得模仿是就可以借鉴
I think imitation can serve as a reference.
但不能完全的靠顶
But you can't rely entirely on the top.
因为基本是不一样的
Because they are basically different.
大家有什么问题
Does anyone have any questions?
大家可以交流
Everyone can communicate.
那这里面还有民生的同仁
There are also colleagues from the livelihood sector in this.
还有民生的同仁
There are also colleagues in people's livelihood.
我觉得民生已经也是过了美国FD认证
I believe that Minsheng has already passed the US FD certification.
所以我讲民生应该有很多经验也可以分享
So I believe there should be a lot of experiences about people's livelihoods that can be shared.
人服人服也是
People serve people, that's also it.
宜昌人服
Yichang people's costumes
包括包括武汉人服
Including Wuhan people's services.
人服普克
Renfu Puke
我觉得因为我都
I think because I...
人服的网络也作为一些
The internet used by people is also regarded as some.
我们在不同的场面也也
We are also in different situations.
也聊过天嘴
We also chatted a bit.
我觉得他们这个战略定义很明确
I think their strategic definition is very clear.
都是做国际化的道路
It's all about the path of internationalization.
我觉得人服普克
I think people serve Puk.
我觉得也有一点可以借鉴
I think there is also something worth learning from.
就是他们在美国有很好的合作伙伴
They have very good partners in the United States.
pure cab
pure cab
就是说利用
That is to say, using.
我觉得这讲本土话
I think this speaks the local language.
就是说跨公司刚从当初来到中国市场的时候
That is to say, it was just when the company first entered the Chinese market.
一定是找本土化的合作伙伴
It must be about finding a localized partner.
那走出去的话
Then if we go out.
我觉得应该在目标过市场
I think we should target the market.
找自己认为可以信任的
Find someone you believe you can trust.
有共同诉求的合作伙伴
Partners with common interests.
我觉得这是一条比较好道路
I think this is a relatively good path.
刚开始去你不认识也不深
At the beginning, you don't know each other well and the connection is shallow.
但是什么问题
But what is the problem?
我们可以通过语音来交流
We can communicate through voice.
以后当然这个这个群进来在这个地方
In the future, of course, this group will come here.
就有种建立好你内网建立非常好一个群
There is a way to set up a very good group within your intranet.
对这个群里面大家很多话题可以交流
There are many topics for everyone to discuss in this group.
好的我们都叫你啊
Okay, we'll all call you that.
我在那下线好
I will log off there.
谢谢
Thank you.
谢谢大家
Thank you, everyone.
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