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千金药业中药主营业务承压转型女性大健康面临渠道挑战

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发表于 2016-12-12 22:25:00 | 显示全部楼层 |阅读模式
  11月26日,株洲千金药业股份有限公司(以下简称"千金药业",600479.SH)发布公告称,已收到旗下孙公司株洲千金瑰秘酒业股份有限公司报送(以下简称"千金瑰秘酒业")的营业执照。这也标志着千金药业在向"女性大健康"转型过程中,酒业板块的正式落地。
  据了解,千金瑰秘酒业注册资本为2000万元,其中千金投资控股出资1984万元,占该公司99.2%的股权。"公司的设立,将进一步完善公司在女性大健康及中药衍生相关领域的产业链布局,有利于提高公司核心竞争力。"千金药业公告称。千金药业董事会秘书谢爱维在接受《中国经营报》记者采访时称,现在产品仍处于雕琢阶段,还没有批量生产,"这款酒我们初步定位于适合中高端女性的果酒消费品,预计将在明年6月份之前推出。"
  但在向泛女性大健康产品转型的过程中,渠道变革正成为千金药业无法回避的挑战。目前千金药业掌握的销售终端仍集中于医院、药店等,而对于销售类似果酒的消费品,掌握商超、餐饮等渠道将变得十分重要。"做任何一款新产品都会面临挑战。"谢爱维称,"我们的产品是填补市场空白的,所以有信心来完成,当然解决具体问题肯定会有压力。"
  中药主营业务承压
  千金药业的核心业务为中成药业务,其主导产品妇科千金片、妇科千金胶囊是国家中药保护品种、国家基本药物目录品种、国家基本医疗报销目录甲类品种、《中国药典》收载品种以及唯一列入国家秘密技术的妇科中成药品种。
  不过,伴随着产品结构单一、营销转型等压力,从2013年起千金药业一度陷入营收增长、利润下滑的尴尬:其中2014年实现营收21.94亿元,同比增长11.22%,但归属于上市公司股东净利润仅为1.05亿元,同比下滑15.09%;2015年营收达到24.47亿元,同比增长11.50%,但净利润仅为9296万元,同比下滑11.55%。
  "报告期内,公司业绩出现下降的主要原因是中药产品销售未达预期,主要由于中药产品结构较为单一,市场竞争加剧,营销转型效果不佳。"千金药业在2014年财报中如是解释利润下滑的原因,其主导产品妇科千金片及妇科千金胶囊也因市场竞争加剧2014年销量出现双双下滑。
  另外,中药材成本上涨等因素也进一步压榨了公司主导产品妇科千金片的利润空间。去年5月份千金药业曾对主导产品妇科千金片进行了幅度约20%的提价,但在激烈的市场竞争中,业绩与销量或成"两难"。根据2015年财报,提价后的妇科千金片相比2014年销量下滑幅度更加严重,达到22.17%,在妇科千金胶囊销量增长近乎停滞的情况下,中药生产业务整体营收下滑了6.88%。
  据了解,受制于中药原材料成本上涨、产品结构单一、市场竞争加剧等因素,千金药业近年来一直在尝试以从妇科治疗向女性大健康产业转型。"酒饮产品仍处于研发和产品测试阶段,预计明年6月份之前推出。"谢爱维介绍称,"产品初步定位为经过水果发酵后,介于酒与饮料之间的果酒消费品。虽然目前还是以纯水果为主,但今后肯定会有加入中药材的考虑。"
  转型面临渠道挑战
  事实上,千金药业业务板块中一向包括零售百货业务,只不过营收占比很低。在千金药业官网的产品介绍中,就有诸如蜂蜜、坚果棒、姜茶等消费品。据千金药业2016年半年报,公司零售百货业务的营收仅约为392万元,约占期内总营收的0.3%。"这些只有几百万元的销售,在营收上可以忽略不计。"谢爱维称。
  零售百货业务营收的低微或说明千金药业布局酒饮消费品,需要在渠道布局上从头做起。谢爱维也透露,千金酒业会单独建立一个销售网络,由另一个单独做大型商超的队伍来完成,在资金投入上目前还没有计划。
  "药企进军酒业必须建立专门的销售团队,拓展餐饮渠道、KA商超渠道、酒行渠道等酒类销售的传统渠道。"北京时代方略管理咨询有限公司医药行业研究员凌龙对记者表示,"如果是初期阶段,营销费用基本占到营收的一半以上。"
  在主营业务不断承压下,千金药业近年来正在积极布局中药衍生板块,"跳出妇科,做女性健康系列;跳出本业,做中药衍生系列"。
  "中药衍生是公司的新生板块,要重点突破,形成气候。"千金药业在2015年财报中称要"围绕三个系列:棉巾系列、酒饮系列、洗液系列,加快产品的研发。"
  2011年,千金药业投资成立了"湖南千金卫生用品股份有限公司","千金净雅"成为中国首个医用级女士卫生用品品牌。
  据财报显示,卫生用品也逐渐成为千金药业除药品行业外营收的重要支撑。据2016年中报显示,千金药业卫生用品的毛利率高达56.38%,贡献了约7703万元的营收,超出排在第三的娱乐行业6000余万元。
  "净雅卫生巾在大型商超、药店都有销售,"谢爱维称,"包括线上的电商以及微商我们也有布局。"记者查询天猫商城的千金药业品牌直营店也发现部分产品的总销量已经突破12万元,2016半年报中也提及了卫生用品微商销售快速增长部分造成了营业成本的上涨。
  "除营销投入大之外,营销模式、产品策略等与药品有太大差异也是药企向消费品转型失败的关键原因。"凌龙告诉记者。
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发表于 2017-3-7 15:01:51 | 显示全部楼层

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发表于 2017-3-10 18:40:25 | 显示全部楼层

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发表于 2017-3-13 14:14:45 | 显示全部楼层

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发表于 2017-3-17 01:48:26 | 显示全部楼层

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发表于 2017-3-17 05:39:47 | 显示全部楼层

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发表于 2017-3-18 09:07:27 | 显示全部楼层

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发表于 2017-3-20 10:22:09 | 显示全部楼层

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发表于 2017-3-22 19:57:18 | 显示全部楼层

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发表于 2017-3-23 00:14:06 | 显示全部楼层

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