Chemiluminescence Market Differentiation

Compared with the "long-awaited" of the top nine, there are numerous biochemical enterprises that have already entered the chemiluminescence market. The powerful in molecular diagnosis enterprises naturally covet this market. In addition, various dealers in urgent need of transformation, even third-party medical inspection institutions, as well as Chinese and foreign, old and new, large and small players who are already in the chemiluminescence circuit have jointly created the prosperity of the domestic chemiluminescence market until now.

Under the rampant chaos, differentiation has become a way for every player, especially those at the back, to think hard and pursue. So we can see the different choices, different paths, different models, and different current situations and outcomes of many manufacturers in the market.

1. POCT chemiluminescence

Commonly known as "small light", its concept is popular for a long time, a "small" word for many manufacturers. Once upon a time, star start-ups such as Tianshen and Huamaixing attracted countless eyes. Since then, Renmai has been favored by Roche and Zecheng has held hands with Hyson Meikang, which can be called the highlight moment of POCT chemiluminescence enterprises! It's a pity that "it's hard to keep it sharp, and it can't be guaranteed for a long time". It's deep in the sky and being captured by Wanfu at a time of great difficulties. Hua Mai Xing Wei once again entered the public view, which was related to a hot post on the first day of this month (《Shenzhen a well-known IVD enterprises, employees work for 6 months!"). This fully shows that the road of differentiation of "small light" is full of thorns, and we should treat it with a more rational and prudent attitude.

Differentiation of 2. inspection items

The innovation of test items is a differentiation strategy that the vast majority of players are happy to adopt and is relatively easy to land on. Wanfu in 2020 in the domestic manufacturers in the first to launch chemical luminescence platform including the new four thrombosis, it is said that the series of revenue has reached a small target, a strong drive for its entire chemical luminescence business rapid growth and growth. Recently, the most popular inspection item in the market is AD. Some friends mentioned that their company's gradual increase in installed capacity is entirely dependent on the certification and listing of AD inspection items earlier this year. There are still many successful cases worth learning from in the differentiation of chemiluminescence market inspection projects, such as AMH and self-exemption of Yahui Long, self-exemption of Hao Obo, pre-eclampsia of Aocheng, etc. Of course, there are also many failure cases. I believe this road will continue to be followed by others.

3. Technology Platform Differentiation

Under the broad name of chemiluminescence, in fact, it includes different technical platforms. In addition to the two camps of AP enzymatic and acridinium ester luminescence, which have the largest number of players, there are also isoluminol direct chemiluminescence, photoinduced chemiluminescence, electrochemical luminescence, etc. In particular, the electrochemiluminescence technology adopted by Roche, the industry leader, is regarded as a standard and widely worshipped due to its excellent and stable performance. With the expiration of the patent of this technology and the increasingly serious homogenization of the chemiluminescence market, it is believed that more and more domestic manufacturers will pay attention to and strive to seek breakthroughs in the field of electrochemiluminescence. For example, Shengxiang Investment Holding Ansai has a unique vision. Of course, the most leading and successful local company in this segment must be Pumen, whose fast-growing chemiluminescence business revenue says it all.

Differentiation of 4. technical indicators

On the one hand, the homogenization of the chemiluminescence market is the same inspection items, and more importantly, a considerable number of local enterprises are half a catty in terms of product technical indicators, but there is a significant gap compared to Royadan Xidu. When I chatted with many senior reagent research and development friends, they all admitted that the domestic technology level is still lagging behind and still need to catch up for many years. Perhaps this can explain why most local chemiluminescence companies are difficult to show people in the promotion. The eye-catching advantages of product technical indicators are more often solved only with or without problems, so it seems ordinary. But in fact, the technical indicators must be divided into high and low. For example, TSH, the basic nail test project, has three generations and four generations. For another example, Mindray released a blockbuster new product hs-cTnI on November 17, which showed shocking performance through iterative sea peptide raw materials and its own reagent technology. As the first brother of the domestic IVD, Mindray's move deeply reflects its market competition strategy is to forge fine products in depth, from the technical indicators to rival or even surpass the import giants, crush domestic friends, completely do not have to be surprising new. Therefore, the differentiation road of technical indicators is undoubtedly correct and promising, but the reality cannot support most small and medium-sized players to choose this road. After all, a formal and rigorous, multi-center, multi-sample clinical trial is enough to discourage them.

5. business model differentiation

The above-mentioned paths are inseparable from the mutual cooperation of instruments and reagents, or mutual achievements. Although everyone makes money by "selling water", instruments with excellent performance and stable working conditions are undoubtedly the basic premise to ensure output. However, the development of the instrument is really difficult. Not all players can conquer it. As strong as a new industry, it is also crossing the river by feeling the stones and upgrading step by step. Therefore, by bypassing the self-research of instruments, we will aim at the stock market of foreign luminous giants such as Royadanxi and directly replace their original reagents. This business model has been paid close attention to and put into practice since the dispute between Toujing and Abbott a few years ago. It has to be said that differentiation requires breaking the conventional thinking and not being restricted by rules and regulations.

"Although the road is far away, it will come; although things are difficult to do, they will be done." I wish all teachers and friends can find a way of differentiation that suits them!