With more than 5 billion investment, Haier Industrial Finance uses ecological thinking to solve the problem of private hospital development

The actions of large companies are always receiving more attention because their strength can often lead the development direction of a field. In addition, their actions are often not focused on short-term interests, but on the long-term layout. The entry is to influence the industry from the ecological layout.

Haier financial industry, backed by Haier Holding, in the six areas of agri-food, health care, environmental protection, intelligent manufacturing, transport and logistics and education text brigade to carry out financial services, since 2014, serving the medical industry, the financial industry always adhere to Haier The strategic direction of “severe vertical industry line, deep layout industry chain, and open construction of ecological circle” will build a new model of “creating a win-win situation and sharing a new ecology”. At present, it has accumulated more than 5 billion funds, linking more than 2,000 private hospitals, and the private medical credit market share is close to 50%, leading the industry.

After a period of development, in addition to the "white goods" label, combined with industry and finance, Haier Industrial Finance has played a game of chess in the medical health, how to make strong capital and relatively closed medical health industry To the long-term integration, find common values ​​among the dispersed parties, and complete the ecological layout of the link industry? To this end, the arterial network interviewed Mr. Jing Guangchao, general manager of Haier Industrial Finance Medical Health Division. Analyze how Haier Industrial Finance uses the symbiotic characteristics of industry + finance to create ecologically growing vegetation.

Mr. Jing Guangchao was presented by Haier Industrial Finance and China Non-public Medical Institutions Investment and Financing Institutions Branch, China Non-Public Medical Institutions Association Hospital Management Branch, and Clove Garden jointly organized by the “2018 Industry and Society to Create a New Social Summit Forum” Speech

The development of private hospitals cannot regain the path of the Putian system, but return to the connotative growth

Compared with other investment companies, Haier Industrial Finance has positioned itself as an industrial investment bank. Different from ordinary financial investors, Haier Industrial Finance hopes to form a long-term partnership with enterprises, using the characteristics of capital and innate circulation and connection. A good ecological platform will eventually complete the reconstruction of medical ecological value.

At present, Haier Industrial Finance Medical Department focuses on big health and actively arranges in medical services, pharmaceutical circulation, pharmaceutical manufacturing, medical equipment, intelligent hardware and other fields. In a wide range of fields, Haier Industrial Finance chooses to focus on private hospitals at this stage. Construction.

Why should we target private hospitals and break through non-public medical care? First, the characteristics of the medical industry itself, and second, the characteristics of Haier's industrial finance to provide diversified services.

As a sunrise industry, many medical institutions are entering the medical industry, and private hospitals have maintained a growth rate of more than 10% every year in the context of the release of policy dividends. According to the "2017 National Economic and Social Development Bulletin", there are 18,000 private hospitals in the country, which has exceeded the number of public hospitals. The number of beds in private hospitals also accounts for 24% of the number of hospital beds.

At the policy level, since the implementation of the new medical reform in 2009, the state has issued a series of policy documents to encourage social capital to enter the medical market.

In the process of funds entering private hospitals, many of them have flowed to specialties such as oral, ophthalmology, and hemodialysis. Because they are easier to standardize and copy. However, Haier Industrial Finance has selected a comprehensive private hospital with fewer people to choose from, and pooled resources to create specialties.

Why choose another road, Jing Guangchao said to the arterial network: "The hospital is always the core of medical care. The medical, medical insurance, and medical three-medicine linkage reforms are all around the hospital. Most hospitals use more funds to build more. There are many wards, but the construction of the hospital has borders. It is impossible to expand without limit. It must be extended from epitaxial expansion to connotative growth, that is, specialist construction."

This point can also be confirmed from the data. According to the relevant data of Boston Consulting, in 2016, the number of hospitalized patients in private hospitals only accounted for 16% of the total number of the country; and in 2017, the arterial network in the industry and industry to create a new society for medical treatment The peak forum has learned that this ratio is currently 17.6%, only up 1.6%.

That is to say, private hospitals are not enough to attract patients to seek medical treatment. Private hospitals want to be good and good, to improve the level of medical services, and the inclusive growth path is the only way. The road to scale will quickly encounter growth saturation.

In 2017, the total revenue of 41 private hospitals with annual reports was 6.08 billion yuan, a year-on-year increase of 35.36%. The total net profit of the mother was 144 million yuan, and the average net profit of the mother was 3.52 million yuan, a year-on-year decrease of 35.22% (data from: Guangzhen Hengsheng Research Report). Revenue growth has increased, but the growth rate of net profit is declining. The main reason is that the chain expansion of enterprises and the investment in advertising and marketing have increased operating costs.

The path of focusing on expansion and advertising marketing is obviously not feasible, because it is almost the same as the road to the growth of the Putian system 10 years ago.

With the intrinsic growth path, pure capital inflows cannot solve the problem, and private hospitals need complete financial solutions.

Differentiated, customized solutions to address customer pain points

Jing Guangchao said to the arterial network: "The demand for funds for non-public medical care has two characteristics. First, in the national policy to encourage the society to run medical treatment, non-public medical care is growing at a high speed, and its demand for capital is very urgent. The second is non-public. The demand for funds for medical care is actually very diverse."

Jing Guangchao further explained: “This diversification is reflected in many aspects, including the diversification of capital products themselves, such as claims, equity or other forms. Of course, it also includes the diversification of the content of funds. We often say a renminbi. It is the same as another RMB, but in fact the money connotation from different institutions is different. The ability of private hospitals to link resources is limited, and what are the resources to connect with? In fact, it is best to connect through funds. Because all the relevant parties are integrated behind the funds, the relevant parties can find the demand side through the chain of funds and form cooperation."

Simply put, Haier Industrial Finance can provide differentiated and customized financial services for all types of customers, but it does not stop at financial services. Haier Industrial Finance plays a role as a platform in the process of linking multiple parties. It builds an industrial ecosystem based on the needs of users in a single point resource in the original industry, and relies on the link capability to bring a new way out for industrial transformation.

This is the closed loop of medical ecology that Haier Industrial Finance is committed to with financial links, empowering the industry and creating sustainable development. In this process, Haier Industrial Finance relies on its brand and capabilities to link hospitals, doctors' groups, digital healthcare providers, and pharmaceutical supply chains to create a sustainable medical ecosystem.

In addressing the pain points of users, the medical industry is an industry with a long investment cycle and slower returns. Therefore, Haier's industrial finance chooses not to acquire customers according to the project and sell funds, but to accompany the growth of users, to customize the business model according to customer needs and to provide differentiated solutions.

Take a private hospital group that Haier Industrial Finance has served as an example. The initial financing needs of the hospital are to carry out the reform and expansion of the department; in the medium term, it is necessary to create a special specialty; in the later stage, it is necessary to use the power of capital to expand.

In the first phase, Haier Industrial Finance provided 45 million yuan of standard financial leasing products for upgrading pediatric outpatient clinics; the second phase provided 2 million yuan of operating leasing products, and established special departments to achieve regional differentiated competitive advantages; %, the introduction of equity capital, expansion of the scale of funds, through self-built development, foreign mergers and acquisitions, strategic investment, the establishment of a large health service chain covering health care, medical care, rehabilitation, pension, and ultimately form a regional health complex.

Such a complete financial solution is unique to customers, but for Haier Industrial Finance, it is just one of many standardization cases serving private hospitals, pharmaceutical supply chains, medical equipment , doctors and other companies.

After solving the pain points of different users with differentiated customization, it is also necessary to find the value of multi-party cooperation and win-win, and transform isolated customers into one member of the open ecology. Mr. Jing Guangchao summarized the following path of Haier Industrial Finance Medical Department as “ecological, specialization and regionalization” in the “Industrial and Fusion Society to Create a New Medical Ecology Summit Forum”.

“2018 Industry and Finance Creates a New Social Summit Forum for Social Medicine”

Ecological, specialized, and regionalized ways to create a closed loop of medical ecology

The direction of specialization seems to be the main service target is private hospitals, but in fact, the use of equipment cut-in, based on disease types, specialization construction can link the pharmaceutical supply chain, doctors group, equipment manufacturers and other parties to achieve cooperation and win-win.

Private hospitals have advantages and limitations in the construction of specialties. Compared with the institutional restrictions of public hospitals, private hospitals are more flexible and open in mechanism, but the shortage of talents, insufficient funds, and inadequate equipment have become important shortcomings. .

These gaps are also the gateway to a broad link. Compared with the restrictions on the production relations of public hospitals, the shortcomings of private hospitals in terms of productivity are more likely to change.

Jing Guangchao pointed out: "After such a good flexible mechanism, how can private hospitals link resources to build their own departments, and then form a multi-win situation? Several elements are needed, first of all, the flow of medical talent resources. As the model of the doctor group has matured, there have been feasible attempts. Then, with the talent, private hospitals need equipment and funds."

“Past financial support can only help private hospitals in this part of the fund, and Haier Industrial Finance can connect the equipment community, doctors group, pharmaceutical supply chain and many other resources to provide flexible financial solutions for medical industry customers. Private hospitals can choose to introduce advanced medical equipment for direct rent, sale and leaseback, commercial factoring or customized financial products, while avoiding financial risks."

Funds flow quickly among all subjects, but the process of private hospitals is the accumulation of technology and talent.

In this process, Haier Industrial Finance has also completed the ecological and regional layout. Regionalization is based on the existing service radius constraints of medical treatment, helping private hospitals to form differentiated competitive advantages, occupying high-tech areas, and the next step is to cover the regional health complex of the medical industry chain.

Finally, through the creation of the medical ecological community, we will supply various elemental resources, empower the industrial ecology, help the medical industry to better transform and upgrade, and help the development of China's health industry.

User-centered Haier gene to address the core medical needs

Haier has a classic product customization case. Many years ago, Sichuan farmers used Haier washing machines to wash potatoes and sweet potatoes. As a result, the mud blocked the drain pipe, and the farmers complained to the manufacturers that the washing machine quality was not good. After Haier understood the facts, from the perspective of solving the needs of farmers, the washing machine capable of washing sweet potatoes was developed.

The Haier gene, which solves the core needs of customers, is also reflected in Haier's industrial finance. The way of vertical vertical industry lines and the creation of ecological closed loops is a difficult task, but Haier's industrial finance choices are facing difficulties.

Jing Guangchao said to the arterial network: "We choose whether to enter a field. It is not difficult or easy to measure the standard. The starting point is whether the customer has such a demand. How big is this demand? Is this thing sustainable? We can Seeing that the entire medical industry has always been a one-stop move. Take the pharmaceutical supply chain as an example, the consistency evaluation, two-vote system and other policies will affect many pharmaceutical companies, terminal pharmacies, hospitals, doctors.

In the whole big and healthy environment, only one part of the demand or pain point can be solved. It can only be said that it is itching.

Haier Industrial Finance has not only the courage to be the first to be the first, but also the best team in the industry in terms of professionalism. Haier Industrial Finance Medical Health Team focuses on the medical industry, providing diversified services, deepening the field of health, serving more than a thousand customers, and has accumulated many professional experiences.

Jing Guangchao said: "We hope that Haier Industrial Finance will provide more services than finance. Finance is a carrier and, more importantly, it is a part of the ecology."

In selecting partners, Haier Industrial Finance hopes to find partners rather than business relationships. The concept of Haier Industrial Finance is “open and win-win”. Finally, for the trust-based industry of medical care, Haier Industrial Finance, as a platform with link capabilities, is willing to cooperate with more partners who respect the development of the medical industry, not aiming at short-term financial returns, but to truly promote medical care. The progress of the industry is the beginning of the heart. In today's society where the medical situation is good, we will work together to help the development of China's big health industry.

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