Fourth, the global hemodialysis industry status and leading business strategy

1. Global Hemodialysis: The company of the hemodialysis giant, Fresenius, has a very high proportion of equipment, consumables and services. In the field of global hemodialysis, Fresenius can account for 11%, and another major company, DaVita. Today, we mainly analyze the business strategies, business methods and market share of the two companies. In the field of global hemodialysis, public service organizations are the mainstays, like public hospitals. In China, there are very few private service agencies, fewer individual organizations, and there may be more in Taiwan. The North American hemodialysis service market Fresenius and DaVita occupy the top two markets.

2. Fresenius: Fresenius has an absolute market share in North America, Latin America, Asia, and Europe. The business development process of Fresenius starts from the agent and develops into production and sales. In production and sales, its research and development is in the forefront of the industry. It can control the upstream, determine the cost, and control the channel sales in the terminal sales, so the market share is high. Fresenius products are mainly operated in the form of products and services. It has a product line for hemodialysis, and the service at the later hemodialysis center is very comprehensive. Innovation and cost advantages determine Fresenius' high market share.

3. DaVita: DaVita is the only company that does not have its own hemodialysis product line but has a high market share, mainly providing hemodialysis services. By 2014, there were 2098 hemodialysis centers throughout the United States and 75 hemodialysis centers around the world. Its profitability is very strong. In the DaVita income structure, the proportion of self-operated hemodialysis centers is very high, and the number of hemodialysis centers has been rising over the years. The DaVita Hemodialysis Center operates mainly in the form of outpatient dialysis centers, and in the form of custody. Outpatient dialysis is to hire the appropriate doctors and nurses to operate when they operate the dialysis center. The consumables used are chain purchases, which are very effective for cost control. Hosting is specifically when a center is not operating properly, DaVita will go to the hosting, and the hospital will divide. It provides a lot of dialysis services, which provides a model for domestic dialysis service companies. The hospital service can provide services such as “home service”, “supply supplies to the hospital”, “on-call” and “bed test”. Therefore, the entire DaVita is a service-oriented company, and the dialysis center operates in a chain form, and the chain is highly reproducible. In recent years, DaVita has made acquisitions in foreign markets. DaVita's return on investment is high, management is not difficult, and chainability increases reproducibility. After the treatment methods and business models have been standardized, the benefits are considerable and the risks are controllable.

4. The inspiration of DaVita and Fresenius: Fresenius and DaVita bring three inspirations to domestic hemodialysis companies: First, the chain is the future direction of development. The chain is divided into “established in the hospital” (currently the main method in China) and “chain hemodialysis center” (such as hemodialysis centers in Taiwan and the United States). At present, several hospitals in China are piloting hemodialysis centers that are independent of hospitals. Several companies are applying for relevant licenses, and national policies are gradually relaxed. Second, the establishment of a hemodialysis center with the hospital is the best mode, and it is also the main method in China. The hospital itself has a dialysis center, but it is not good at management and is often at a loss. At present, there are many investment cooperation institutions in China that are difficult to make the hospital profitable in the short term after taking over the hospital, but it will achieve considerable profit in 2-3 years. More common is the pattern of sharing with hospitals, dialysis equipment, and consumables. Third, the company's intervention in hemodialysis services is still informative from the perspective of the company's development.

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