In the exhibition hall on the first floor of the Digestive Endoscopy Conference.
Pfizer, Johnson & Johnson, Bayer, Olympus, Sanqing... major pharmaceutical companies and equipment manufacturers have all set up colorful and huge booths here.
"Is this Sanqing's endoscope?"
Castiel looked at a hose endoscopy equipment in the Sanqing booth with a complicated expression on his face, as if he couldn't believe that it was such a machine that defeated him.
He stepped forward and observed carefully, wanting to find out.
The staff on the side came over and said with a smile: "Hello, this is a newly launched endoscopic system that combines an ultrasound probe, a high-definition camera system, and a micro-ultrasound scalpel. If you are interested, you can try it out."
Castiel looked at this equipment and it seemed to be a little different from the endoscope he usually used, so he said in less fluent Chinese: "I want to give it a try. Please tell me how to use it."
"Okay, like this, like this, you can open the device and control it..." The staff explained it in detail, and couldn't help but praise him when he saw that he had already mastered it.
"You are also a surgeon, so you can learn so quickly. If you can use this endoscopic equipment, it will definitely help your surgery a lot."
"Oh?" Castiel asked deliberately: "Is your equipment better than that of Olympus and Johnson & Johnson?"
The staff member smiled slightly and said confidently: "That's natural. You know Dr. He, the World Cup champion in endoscopy. He used our equipment during surgery and won the championship in one fell swoop."
"The other doctor who entered the finals at the same time was from Eagle Country. Although his medical skills were very good, he did not use our equipment, so he was ruthlessly eliminated."
"If you also use our endoscopy equipment, you might be able to win the Endoscopy World Cup next year."
"This..." Castiel's face twitched, and he couldn't figure out what the other person meant by that.
Is this a well-intentioned blessing or a malicious ridicule?
He decided to give up speculation and asked directly: "How did you come to this conclusion?"
The staff pointed to the screen hanging nearby and said with a smile: "Look, that's Dr. He's surgery video. The cutting tool he used is our ultrasonic scalpel."
"Is this still fake? It's absolutely true. When he received the award, he also thanked Sanqing for its sponsorship and strongly recommended this product to endoscopists around the world."
Castiel looked at the screen. Not only was the video of the winning surgery played on a loop, but there was also a huge photo of He Shengcai accepting the award.
I saw him holding the certificate in his hand, smiling triumphantly, and in the lower half of the photo, there was his signature and a sentence written in a flying phoenix.
"Sanqing, the King of Endoscopy, will help you win the championship!"
Castiel instantly felt a pain in his balls, but deep down he felt that what the other party said made sense.
"If I had used Sanqing's equipment instead of Olympus, it would have been hard to say whether I would win or lose."
He comforted himself in his heart, and began to operate it with his hands unconsciously. After using it for a while, he was immediately impressed.
"This set of equipment is indeed much easier to use when combined."
"It combines the advantages of Olympus and Johnson & Johnson and becomes even more powerful. It is even more powerful for surgeons."
"The King of Endoscopy is not just a lie."
At this moment, a loud noise suddenly came from behind.
Castiel looked back and saw a group of doctors walking towards Sanqing's booth.
Most of them were Chinese, and they quickly came to the booth and started discussing happily.
"Is this Sanqing's booth?"
"I want to see the equipment recommended by Dr. He. What does it look like?"
"Hoho, the king of endoscopy, you have such a big tone, I like it!"
"That is, our domestic equipment should have such confidence, and we must dominate the equipment market."
"Only those who have strength and confidence are suitable for our group of talented surgeons, haha."
Castiel shook his head. He had a strong sense of crisis regarding the Chinese people's self-confidence, and he had to step up his efforts to learn the latest new technologies and equipment.
Otherwise, if he was defeated by He Shengcai this time, he might be defeated by these unknown people next time.
In addition to this wave of people, many more people rushed over, all doctors and experts who came to visit Sanqingqing equipment.
Soon, Sanqing’s booth was filled with people.
Many people crowded around Castile and asked the staff about the detailed parameters of the endoscopic equipment.
Castiel looked at these people. They were all foreign faces, and they all looked familiar.
When one of them saw him, he immediately exclaimed: "Wow, Castiel, I met you here. I'm a big fan of yours."
"Are you also here to learn how to use Sanqing's endoscope, so that you can defeat Dr. He in next year's Endoscopy World Cup and wash away the shame of this failure?"
"Come on, I'm optimistic about you. This failure is definitely not your fault. You will definitely win the championship next year."
As soon as he finished speaking, everyone around him looked over.
Even the staff cast strange looks.
Castiel stiffened and wanted to find a hole to get in right away. He forced out an awkward smile, waved to the fan, then got into the crowd without looking back and disappeared without a trace.
****
"Mr. Wei, your advertisement is really good. Our endoscopic products are completely famous."
Lu Tingfeng looked at Wei Kang with admiration and said sincerely.
"In addition to the more than 10,000 people watching the Endoscopy World Cup offline, there were also more than 80,000 people watching online."
“After winning the championship, the number of visits to Sanqing’s official website increased significantly, and our booth also received a large number of inquiries from surgeons.”
"Domestic hospitals have reached purchase intentions. When they invite bids, we can go."
"In foreign hospitals, due to the ban on the sale of ultrasonic devices, we are unable to sell the three-in-one high-end version with ultrasonic scalpel, but the mid- to low-end version of the endoscopic system has also attracted many customers with its extremely cost-effective price. Got a lot of orders.”
"The only thing that limits us now is our production capacity. With the current global fire situation, we can sell as much as we have."
Wei Kang nodded with satisfaction. This marketing was planned by him. So far, it seems that the results are pretty good. All the major participants are very capable and have implemented the plan quite well.
Advertising with the Endoscopy World Cup not only broke the monopoly of established equipment manufacturers, but also created an excellent reputation for Sanqing's endoscopy system.
Ever since Jian Jianyun told him to help He Shengcai go to Ruiji for further study, he had made this plan, and He Shengcai was up to par and did not disappoint him.
Anyway, if his wife takes action, Zhou Ruping and He Shengcai will sell her face. With their current status and reputation, Sanliang has a complete grasp of the Chinese endoscopy market.
He suddenly remembered something and quickly warned: "By the way, Kunming First People's Hospital is going to build a new endoscopy center. It has been confirmed that our products will be used. The bidding will start soon. Please prepare."
Lu Tingfeng said excitedly: "I heard that Director He won the championship this time. The superiors are very happy. They have approved a large sum of money to revitalize the endoscopic center and promote minimally invasive surgery to the whole province. It is a big deal for us." Good news."
"Looking at their scale, they have at least 20 pieces of equipment, and they must be three-in-one high-end versions. With seven, seven, or eight supporting systems, it's a big order worth tens of millions."
"Don't worry, Mr. Wei, I will go all out to make our customers 100% satisfied."
Wei Kang smiled, appreciating his subordinate's attitude, and continued: "This order is very large, so the price can be a little more favorable."
Lu Tingfeng was shocked: "Are you still getting a discount? This price is already very generous."
"The three-in-one high-end flexible endoscope system costs 800,000 units, while the regular version without ultrasonic scalpel only costs 250,000 units."
"The high-end version of rigid endoscope 4K imaging with ultrasound probe costs 600,000 yuan, the ordinary version without ultrasound probe costs 200,000 yuan, and the ultrasonic scalpel costs 500,000 yuan. It also comes with a pneumoperitoneum machine and a 55-inch display screen. and matching accessories such as strollers.”
"Other companies are much more expensive than us. Olympus's high-end endoscopes and Johnson & Johnson's ultrasonic osteotomy are both priced at more than one million, and their accessories are priced separately. Each cart or display needs to be sold. To thousands.”
He smiled bitterly and said: "Our prices are already very low. If we offer any more discounts, we will be besieged by the entire industry."
Wei Kang frowned and asked, "So do you think it is reasonable for a hospital to buy a complete endoscopic system, charge a separate fee for each cart, and sell it for several thousand yuan? If you go to buy a TV or monitor, Is it normal for someone to charge you a few hundred dollars more for a stent?"
"Uh..." Lu Tingfeng was suddenly stuck. He hesitated for a while before saying: "Well, enterprise users are different from individual users. Besides, the entire industry is like this, and no one objects."
Wei Kang slammed the table and said sternly: "I object. Why does the same monitor cost only 4,000 yuan when used at a patient's home, but tens of thousands of yuan when used in a hospital? The monitor is not a sophisticated technology."
"We must be clear about the money we charge. High-tech endoscopes and ultrasonic scalpels are not cheap, but a stainless steel cart, no matter how expensive the material is, does it cost thousands of dollars?"
"I know that in the past, when people sold equipment, marketing expenses accounted for a large part of it. The wool comes from the sheep, so we have to make a profit from accessories."
"I'm not opposed to the industry's explicit rules for making money, such as making money from high-end consumables like ultrasonic scalpel heads."
"Patients need a new blade for every operation. Hundreds of thousands of surgeries are performed across the country. Cumulatively, the sales volume is very impressive in one year."
"This is a legitimate income without any water content, because it is used on patients and has tangible benefits for them. As for the rest, it is all water content and must be squeezed out."
Lu Tingfeng was speechless, feeling admiration and excitement at the same time. He thought to himself, it turned out that the boss said that squeezing the water out was not a big pie, but he actually meant it.
He calmed down and said, "Since Mr. Wei said so, of course I have no problem."
"As for the ultrasonic scalpel head, Johnson & Johnson used to sell it for 4,000-8,000 yuan. After our product came out, it has been generally discounted by 30%, down to about 5,000 yuan. Although the price is high, the quality is very good, and domestic hospitals are used to it. After using it two or three times and then discarding it, it’s not expensive anymore.”
"In this regard, other domestic brands are not comparable. Their quality is not that good. They cannot be used for two or three times. Generally, they wear out a lot once and need to be scrapped, so they are sold cheaply, about 2,000."
"The reimbursement amount for the ultrasonic scalpel head from medical insurance is relatively low, so the patient still pays more out of pocket. In fact, the price of the two is about the same."
"Because our ultrasonic scalpel consumes less energy and has a high energy conversion ratio, the loss of the blade is very small. It can be used two or three times just like Johnson & Johnson's. There is no way around it. There are always some hospitals that don't have money and reuse it to reduce costs. So I also suggest not to sell it too cheaply, probably a little lower than Johnson & Johnson.”
Wei Kang agreed: "Yes, I have no objection to this. Anyway, the number of cutter heads is large, and the manufacturer's equipment does not need to make money. It has to make money by selling consumables."
He thought for a while and explained earnestly: "Lao Lu, in fact, we sell the equipment so expensively in order to occupy the domestic market as soon as possible. And if the price is low, it can also be popularized in county and town-level hospitals."
"Minimally invasive surgeries such as laparoscopy and gastrointestinal endoscopy have only begun to rise in recent years. It has taken a full 20 to 30 years to spread it to provincial and municipal hospitals. If you want to spread it to prefectural and county levels, Especially in remote areas, there is still a long way to go and it will take at least ten years."
"With our efforts, we may be able to shorten the time significantly to a few years."
"I have heard from many doctors that the laparoscopic equipment in many local county hospitals is still very backward. Unless it is a minor operation such as appendicitis, larger operations are not ideal."
"For example, the resolution of endoscopes is too low, and there is no ultrasonic scalpel. Early cancer detection and radical resection cannot be performed at all. Patients can only go to provincial cities to have them done."
"If a patient wants to have surgery in a local county, he needs two things. One is equipment, and the other is a doctor. The doctor is easy to talk to. Even if there is none locally, you can still ask a doctor from the provincial town to come over. The price is not expensive, but the equipment is hard to say. .”
"Did you know? The incidence rate of cancer in the county is still very high. Basically, by the time they are detected, most of them are already at an advanced stage."
"What's the reason for this? It's not because the equipment is too backward. Even if these people have physical examinations every year, it is difficult to detect them in the early stages. They are often not discovered until late, which puts a heavy burden on the family economy."
"If we lower the price and spread these advanced equipment to county hospitals, many diseases can be detected earlier, and patients can undergo surgery earlier, which will extend their lives and health. This is a major event that benefits the country and the people."
"As the leader of the industry, any decision made by Sanqing cannot be interpreted solely from the perspective of making profits for the company. It must have a more ambitious pattern. This is why we have received strong support from above."
"Can you understand what I say?"
Lu Tingfeng was shocked, suddenly realized, and nodded repeatedly.
"My layout is too small and my awareness is too low. Don't worry, Mr. Wei, I will sell endoscopes to county hospitals across the country and make early cancer resection as popular as appendicitis surgery in county hospitals. At that time, our hard work will be It’s not in vain.”
Wei Kang nodded happily, feeling happy as he spoke these heartfelt words.
Sanqing is subtly changing the entire Chinese medical community in the way he wants.
In time, chronic diseases in the medical industry will surely be eliminated and civilian medical care will be spread to the most basic level.
At this moment, a sentence came to his mind.
"The road is long and long, and I will search up and down."
“The more difficult it is, the more uninhabited it is, the more we have to explore and keep moving forward, so that we can live up to our original aspirations and achieve what we want!”
(End of chapter)
