NEWS

August 25th, 22
Social Survey Research Information Co., Ltd.

Analysis by scale of hospitals and cities by the top 10 companies in China in terms of sales rep activities (6 foreign-funded and 4 domestic-funded).

Sales rep activities commonly focus on Tier 3 hospitals (large-scale hospitals).
The top 3 foreign-funded companies have high coverage in cities of each scale, and AZ also stands out for its coverage of smaller cities.
Other foreign-funded companies tend to focus on large cities, while Chinese domestic-funded companies tend to focus on regional cities.
Eisai is the top Japanese-affiliated company in terms of visiting coverage, and the second-ranked Takeda similarly places importance on activities in large cities.

Social Survey Research Information Co., Ltd. and M3 Inc. conducted an analysis of the differences in the activities of pharmaceutical company MRs by hospital scale and city scale using data from the Chinese edition of PatientsMap 2022 based on a physician survey.
This survey was conducted from the end of 2021 to the beginning of March 2022, and the analysis was conducted based on the understanding that the survey results were obtained under near-normal conditions in which the spread of COVID-19 was under control in China.

First, with regard to the top 10 pharmaceutical companies in terms of the percentage of physicians visited by their sales reps in the past month, we compared the percentages of sales rep visits by hospital scale (Table 1).
All of the companies had a high percentage of sales rep visits to Tier 3 hospitals, which are the large-scale hospitals in China, and the same trend was observed for Eisai and Takeda, the top-ranking Japanese companies.

Next, we compared the percentages of sales rep visits to the Tier 3 hospitals which tended to have a high percentage of sales rep visits by city scale (Table 2). The analysis was conducted by dividing the cities into three classes by city scale: Tier 1, Tier 1.5/2, and Tier 3 or lower. Note that the smaller the number in the class, the larger the city scale.
Among foreign-funded pharmaceutical companies, AstraZeneca, Pfizer, and Bayer, the top three in terms of the percentage of sales rep visits, showed a high percentage of sales rep visits in all city classes, with AZ in particular having a high percentage of visits even in the smaller Tier 3 cities. For foreign-funded pharmaceutical companies other than the top three in terms of the percentage of sales rep visits, the larger the city, the higher the percentage of sales rep visits. Conversely, for the Chinese domestic-funded pharmaceutical companies, the smaller the city, the higher the percentage of sales rep visits.
For Eisai and Takeda, the top two Japanese-affiliated companies, as the percentage of sales rep visits was higher for larger cities, a trend similar to the foreign-funded pharmaceutical companies except for the top three in terms of the percentage of sales rep visits was observed.

The results of the above analysis indicate that although the activities of pharmaceutical companies in China are focused on the Tier 3 hospitals, which are large-scale hospitals, there are differences in the regions where they conduct their activities. It was suggested that, while many foreign-funded pharmaceutical companies conduct activities in larger cities, the domestic pharmaceutical companies place more importance on activities in smaller cities.

PatientsMap is a large-scale database that enlists the cooperation of physicians and examines physician coverages and patient numbers for approximately 400 diseases, unmet medical needs (hope for new drugs), and the activities of real (in-person) sales reps and e-detailing activities of pharmaceutical companies.
This is the third survey conducted in China targeted for member physicians on a portal site for medical professionals operated by Medlive.cn, an M3 Group company, with 11,000 physicians responding online.

(Table 1) Comparison of the percentage of physicians who reported receiving sales rep visits between Tier 3 and non-Tier 3 hospitals
(Reference) Overall
n=11,106
Tier 3 hospitals
n=8,092
Other than Tier 3 hospitals
n=2,677
1.AstraZeneca27.6%28.1%27.3%
2.Pfizer22.9%24.4%19.5%
3.Bayer19.8%20.3%18.9%
4.Chia Tai Tianqing18.7%21.2%12.4%
5.Qilu17.4%19.1%13.6%
6.Novartis16.9%18.8%12.1%
7.Yangtze River16.9%17.9%14.9%
8.MSD16.5%18.3%11.9%
9.Jiangsu Hengrui14.3%16.9%7.8%
10.Sanofi13.2%13.6%12.9%
25.Eisai6.7%7.7%4.0%
27.Takeda Pharmaceutical6.0%7.1%3.0%
(Table 2) Comparison of the percentage of physicians who reported receiving sales rep visits in Tier 3 hospitals by city classification
Tier 3 hospitals
Tier 1 cities
n=1,170
Tier 1.5/2 cities
n=3,764
Tier 3 or lower cities
n=3,158
AstraZeneca25.4%27.2%30.2%
Pfizer24.2%24.7%24.2%
Bayer21.7%19.9%20.2%
Chia Tai Tianqing16.4%22.1%21.9%
Qilu16.3%18.3%21.2%
Novartis20.3%19.8%17.1%
Yangtze River14.3%17.5%19.6%
MSD20.3%20.1%15.3%
Jiangsu Hengrui13.5%18.3%16.4%
Sanofi13.7%13.5%13.6%
Eisai9.7%8.1%6.6%
Takeda Pharmaceutical8.9%8.3%5.1%

Data souce:PatientsMap2022CN
*The overall population of the analysis was physicians working at general hospitals, specialized hospitals (excluding Chinese medicine hospitals), and Chinese medicine hospitals/Chinese traditional and Western medicine hospitals.
*Chinese domestic pharmaceutical companies are shown in bold.
*In Table 1, analysis was conducted for the top 10 companies with the highest percentages on the whole and the top two Japanese-affiliated companies.
*When compared horizontally, cells with a difference of at least 3 points from the cell with the smallest value are shaded in yellow, and cells with a difference of at least 5 points are shaded in green.

(Reference) City Classification by Region
Tier 1 cities
BeijingShanghaiGuangzhou, Guangdong ProvinceShenzhen, Guangdong Province 
Tier 1.5 cities
ChongqingTianjinDongguan, Guangdong ProvinceZhenzhou, Henan ProvinceWuhan, Hubei Province
Changsha, Hunan ProvinceNanjing, Jiangsu ProvinceSuzhou, Jiangsu ProvinceDalian, Liaoning ProvinceShenyang, Liaoning Province
Xi'an, Shaanxi ProvinceQingdao, Shandong ProvinceChengdu, Sichuan ProvinceHangzhou, Zhejiang ProvinceNingbo, Zhejiang Province
Tier 2 cities
Hefei, Anhui ProvinceFuzhou, Fujian ProvinceQuanzhou, Fujian ProvinceXiamen, Fujian ProvinceLanzhou, Gansu Province
Foshan, Guangdong ProvinceHuizhou, Guangdong ProvinceZhongshan, Guangdong ProvinceZhuhai, Guangdong ProvinceNanning, Guangxi Zhuang Autonomous Region
Guiyang, Guizhou ProvinceHaikou, Hainan ProvinceShijiazhuang, Hebei ProvinceHarbin, Heilongjiang ProvinceChangzhou, Jiangsu Province
Nantong, Jiangsu ProvinceWuxi, Jiangsu ProvinceXuzhou, Jiangsu ProvinceYangzhou, Jiangsu ProvinceNanchang, Jiangxi Province
Changchun, Jilin ProvinceJinan, Shandong ProvinceYantai, Shandong ProvinceTaiyuan, Shanxi ProvinceUrumqi, Xinjiang Uygur Autonomous Region
Kunming, Yunnan ProvinceJiaxin, Zhejiang ProvinceJinhua, Zhejiang ProvinceShaoxing, Zhejiang ProvinceTaizhou, Zhejiang Province
Wenzhou, Zhejiang Province

Outline of the "Chinese Edition of PatientsMap 2022 (PatientsMap 2022CN)" study

The survey was conducted among member physicians on a portal site for medical professionals operated by Medlive.cn, an M3 Group company:
Condition coverage : 402 conditions
Target respondents : Medlive.cn-registered physicians (excluding associate physicians)
Physicians in higher positions of all specialties at hospitals and clinics (chief physicians, deputy chief physicians, attending physicians)
Inclusion criteria : Physicians of all specialties at hospitals and clinics
Method : Online survey
Number of cooperating physicians : 11,106
Fieldwork period : December 27, 2021 to March 4, 2022
Survey item: : Number of patients seen (in the past month)
Number of patients who were prescribed drugs (in the past month)
Conditions for which new drugs are desired
Companies from which the respondents received a sales rep visit (in the past month)
Companies from which the respondents received information by means other than face-to-face (in the past month)
Companies from which the respondents received information from other than sales reps by means other than face-to-face (in the past month)
Companies the respondents trust
Primary specialty
Facility where the respondents primarily work (area, type of facility, facility class, number of beds)
Post
Age

In Japan, this service will be jointly provided by Social Survey Research Information Co., Ltd. and M3, Inc.

Contact Information

Social Survey Research Information Co., Ltd.
e-mailpatientsmap@ssri.com
Social Survey Research Information Co., Ltd.
Established April 1982
Capital 27 million JPY
President & CEO Takashi Makita
Number of employees 137
Location Head Office
NMF Shinjuku East Bldg. 2F, 3F
10-5 Tomihisacho, Shinjuku-ku, Tokyo 162-0067 JAPAN
Osaka office
Daimei Bldg. 4F, 4-6-3 Hirano-cho, Chuo-ku, Osaka 541-0046 JAPAN
Affiliate companies PD Research Co., Ltd.
MDB Co.
SSRI China Co., Ltd. (overseas subsidiary)
SSRI Asia Pacific Co., Ltd. (overseas subsidiary)
HIMA Research (overseas affiliate)
URL https://www.ssri.com/
M3, Inc.
Established September 2000
Capital 29.129 billion JPY (as of March 31, 2022)
Representative Director Itaru Tanimura
Number of employees, consolidated 89,384 (as of March 31, 2022)
Location Akasaka Intercity 10F 1-11-44 Akasaka, Minato-ku, Tokyo
URL https://corporate.m3.com/
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