Individuals have opened private dental clinics, and the initial equipment and services have invested heavily. Therefore, it seems that the market is huge. In fact, there are not many opportunities for dentists to practice freely. Then, the platform of model innovation, the empowerment of technology, the group of doctors to warm up, which path is the winding path?
The domestic oral market, which is in a period of rapid rise, has not yet become an industry monopoly, and no company has landed in the A-share market.
In 2018, we can see a group of dental industry financing data: In January, Moore Dental announced the completion of the billion-yuan B round of financing; in February, Friends of the Oral announced the completion of a total of 65 million yuan of B round financing; also in 2 In the month, the Children's Dental Division of the Orange Completed tens of millions of RMB A round of investment; in May, Taikang Life invested RMB 2,062.6 million to invest in 51.56% of Baibo Medical ; in June, Happy Oral was awarded by Junlian Capital. 450 million B round investment.
On the one hand, capital is flooding the market, and on the other hand, the dental chain faces practical problems such as talent, technology, market and management. According to the interviews of "Four Baiwei", the industry is expecting a substantial turning point, whether it is the attitude of employers or entrepreneurs, but the most important one is still attributed to the scarcity factor of the consensus, that is, doctors.
The most concerned factor: doctor
Happy Yan CEO Sun Yan described "Four Fees": In the first-tier market in China, only one person is willing to go to see teeth, 45% in Japan and 80% in Northern Europe. This means that the Chinese dental market has a very large space and growth rate in the future. Happy mouth has also gone through such a process - a lot of expansion, and then quickly encountered bottlenecks, and this bottleneck is the dependence on doctors.
China has a population of 1.4 billion and less than 100,000 dentists (without assistant physicians). Among the less than 100,000 dentists, 80,000 are in public hospitals and less than 20,000 are in private clinics. There are currently nearly 70,000 private clinics across the country, which means that an average of 3 to 4 clinics can find a real dentist.
Mint dentist founder Nan Zhe regrets that when the account was counted, more than 90% of the clinics in Beijing private hospitals were empty, and excellent doctors were locked in the public top three hospitals, and the labor was exchanged for hard work. It is not proportional to the income, personal brand not only did not grow, but was repeatedly suppressed.
A large number of private clinics have high-end hardware and can only be idle because there is no good doctor and it is too difficult to attract customers.
Ren Peng, the founder of the guest dentist, said to the "four hundred flavors": "No one will go to see you because of the cheap price. The doctor is the core of medical care." In other words, it is shaped by skills, seniority, personal marketing, etc. The strength of the doctor's brand determines the patient's evaluation system for doctors. “For example, a small doctor will collect 15,000 pieces of teeth and a big doctor will collect 30,000 pieces of teeth. This price difference comes from the personal brand gap between doctors.â€
When such a problem is placed in front of a doctor who is out of the system, it is serious and challenging. The initial investment in equipment and services for private dental clinics is huge. It seems that the market is huge. In fact, there are not many opportunities for dentists to practice freely.
Oral digitalization into the first year?
The concept of the doctor group seems to give freelance doctors a chance to warm up in recent years, but when we went deep into the organization, we found that many people still have a wait-and-see attitude toward the doctors' group. In the past few years, the concept of the ventricle has often been contradictory, leaving people with hidden concerns.
"Leaving the system has been in China for 30 or 40 years, but the doctor is the last wave." In the view of Sun Yan, the founder of Happy Oral, "the marketization of doctors is inevitable, but the current doctors' group is too loose. It is still not possible to get the doctor out of the system."
Everyone is pondering a question, how can we integrate the resources of the patient's just-needed, high-quality doctors, idle private clinics, and optimize the configuration?
For Ren Peng, the founder of the guest dentist, crowdfunding is the most reasonable mode of operation. For a medical project, the progress of the business is driven by the needs of the patient, so the subject involved in the decision must be taken by the doctor. However, because the doctors themselves are not adequately trained in business management, they need a combination of “medical + business†to cover the management of the clinic.
To this end, the “formula†of the crowdfunding dental clinic given by Ren Peng is that each clinic is controlled within 50 shareholders, and the share ratio of the dentists is no more than 10%, giving doctors full room for implementation and decision-making. The blind spots of knowledge in operations management, capital operations, and even data are filled by the platform.
Model innovation is clearly not the only path. Sun Yan, CEO of Happy Oral, said to the "Four Fees": "Why does the dental department develop rapidly? The reason is that the dental field is all doing hard tissue operations. Hard organization means that its physical form and all data are structured very easily. Soft tissue is not easy."
Hard tissue scans, combined with CT, through the identification of colors, can already achieve very efficient diagnosis. In the dental field, it took 30 doctors to see an outpatient clinic. Now in foreign countries, there is only one doctor in a clinic. A doctor can take care of 10 operating rooms at the same time and perform surgery at the same time. Sun Yan believes that this is a clear trend in the future. In his concept, the empowerment of new technologies is the best solution to solve the scarce resources of doctors.
"We want to complete the online understanding of the customer in the middle of the oral segmentation, including online customer acquisition, appointments. Many people understand this appointment as a very simple matter. In fact, we use the appointment requirements to polish A very long time to understand customer needs."
For Happy Oral, if you want to challenge online expectations, the challenge is to get the client to the doctor, to the specific disease and complain about all the relevance, in fact, this is multidimensional. Including everyone in the process of seeing a doctor, the customer wants to synchronize the information generated in each step of the medical path.
There are 188 procedures in the oral cavity. Each treatment plan is personalized and different. These are not structured data. How to define it? The previous operations are all based on doctors' habits, but they are not necessarily easy for customers to understand.
Sun Yan said that 80% of the doctors in the department of stomatology are doing the specific operations of surgery, and now they have become operating against the screen. The trilogy can be seen very clearly. The first step, before the doctors were all in the operating room, relying on their own experience, now they have begun to take a step back in the dentist and retreat to the computer. The doctor spends a lot of time operating the software. And computer.
Sun Yan even said that the digitization of artificial intelligence has already landed in the dental field. In 2018, it was the first year of digitization in the dental field. He found that the labor of a large number of dentists began to be replaced by digital.
Business rushing and taking care of it
Li Xiangfu, the chairman of Yabohui, has studied clinically, worked as a dental treatment technician, contracted a department, and opened a dental chain. When I was a dental medical institution, there was a very obvious problem in the expansion. The doctors who had been in reserve had been taken away. This experience, let him start his own dental doctor group business.
On this platform, what Li Xiangfu's team has to do is to make every doctor an expert and realize the value through multiple channels, thus providing conditions for doctors to create personal IP.
Regardless of the capital level, technical level, operational level, patient level, and data level services, he believes that it is necessary to take resources around the doctors and serve the medical institutions with good doctors. At the same time, patients can have a better medical experience.
The growth of the doctor is slow and takes a long time. In the process, Toothboe provides direct technical support services.
At the same time, he also provides entrepreneurial incubation services for competent doctors. The “turnkey project†of Toothbohui provides a full range of supporting services from the research, design and decoration of the clinic site, complete equipment, team equipment and funds. Taking site selection research as an example, the Dental Expo provides a precise feasibility analysis report based on the research population, so that each clinic can achieve differentiated operations.
In the big consumer market, we have been very common in all kinds of typical platform growth and competition. For the platform project of model innovation, the grasp of time window and the promotion of capital determine the speed of the enclosure and the ability to attack and defend.
Under the speed and passion, the quality of the doctor is cultivated. For other entrepreneurs, it is still a matter of slowness. Pan Jinyong, the founder of the long-awaited dental department, told the "four hundred flavors" that high-quality dentists need comprehensive and comprehensive technical capabilities from a rational level and concept. In addition, high humanistic literacy is needed to care for the client.
"How do you evaluate the meaning of this day? When you evaluate it, you only have to think about becoming a number. No matter how much money, this linearization has no way to measure the value of life." Obviously, private oral In the process of staking the market, the market must also take into account a very important position. The doctor is a job that bridges the distance between the profession and the general public. This is impossible for the number of people to accumulate.
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