As the upstream product of the medical beauty industry chain, laser medical beauty equipment will continue to benefit from the growth of the whole industry, and the market space is huge.
Since 1990s and this century, laser and its derivative photoelectric energy therapy equipment have developed rapidly, especially in clinical departments such as dermatology, plastic surgery, urology and ophthalmology.
In recent two years, photoelectric beauty instruments have been gradually popularized in the field of life beauty, and minimally invasive and non-invasive treatment has become the development trend of medical beauty in China. In the past few years, the amount of non-surgical treatments such as botulinum toxin, laser or IPL rejuvenation, RF compaction and filling has increased rapidly in China, and now it has exceeded the amount of surgical treatment.
In addition, laser anti-aging, skin tightening, lifting, wrinkle removal, various non-invasive and minimally invasive phototherapy, beauty and so on are also accepted by ordinary consumers, and the broad-spectrum aging of customers is becoming increasingly obvious. Non-invasive therapy or minimally invasive therapy such as medical beauty laser will usher in a very considerable development prospect. For the changes in this industry, the arterial network has been combed.
Merger and acquisition integration, oligarchy appears
According to the report of Medical Insight, the global market scale of non-invasive and minimally invasive medical beauty devices reached US$ 8.4 billion in 20 16, and it is expected to reach US$13.9 billion in 20021year, with a compound annual growth rate of 10.5%.
At the same time, it is estimated that the global direct sales revenue of energy medical devices will increase from $2.7 billion in 20 16 to $4.4 billion in 200216, with a compound annual growth rate of 10.4%.
Energy medical equipment market is the largest branch of medical equipment in 20 14 and 20 16. It is predicted that 202 1 will still be a fast-growing branch, and the development speed of the industry in the next few years should not be underestimated.
The industry is in a period of continuous mergers and acquisitions, which will further intensify the competition in the industry. At present, by Apax Partners, El. En, XIO, Fosun Pharma and Hologic have been formed.
2065438+In March 2007, Cynosure, with the largest market share in the world, was acquired by Hologic for $ 165 billion.
2065438+In April 2007, Zeltiq Aesthetic, with the second market share, was acquired by Allergan for $2.48 billion.
Syneron, with the third market share, was acquired by Apax Partners in July 20 17.
Lumenis, with the fourth market share, was acquired by XIO Group in 2065,438+05+00 for $56,543.8+00 billion.
Sisram ranks fifth among global medical beauty equipment suppliers.
Fosun Pharma established Sisram subsidiary in Israel on October 20 13, mainly to prepare for the acquisition of medical beauty equipment Alma in Israel. In May of the same year, Fosun Pharma successfully acquired Alma through Sisram. On September 2017 19, Sisram was listed on the main board of the Hong Kong Stock Exchange.
There are no fewer than 100 laser medical and beauty equipment in China, and the market presents an overall decentralized and gradually centralized competition pattern.
In terms of market share, it is dominated by foreign giants and a few local dominant enterprises. The laser medical equipment industry in developed countries such as the United States, Israel and Germany started earlier, forming a relatively mature industrial chain, and a large number of products are exported to all countries in the world.
At present, the mainstream laser medical equipment manufacturers active in China are Alma, China Qizhi Laser, Lumenis and Cynosure, Fotona, Syneron, China Peninsula Medical, China Shenzhen GSD, etc. These products account for the vast majority (90%) of China's laser medical beauty equipment industry.
Local dominant enterprises have independent research and development capabilities of products at different levels, the gap between product quality and imported products has gradually narrowed, market share has gradually increased, and imported products have accelerated their substitution.
Of course, the market is also full of a large number of small and medium-sized laser medical equipment manufacturers and a large number of life beauty instrument manufacturers, mainly targeting small and medium-sized private beauty salons, private clinics and a large number of professional life beauty salons.
Generally, such enterprises started late and accumulated less technology, which was restricted by the high threshold of the medical device industry itself. Their products are difficult to enter the high-end hospital market surrounded by foreign capital and local enterprises, mainly concentrated in the low-end medical market and life beauty market, and the profit rate is relatively low.
Fish and dragons are mixed, competing for service and marketing solutions.
In China, black clinics are still full of markets. On May 20 17, seven ministries and commissions issued a document to launch a special campaign to crack down on illegal medical beauty 1 year, and severely crack down on unlicensed medical practice, standardize medical beauty services, and illegally manufacture and sell drugs and medical devices. At the same time, we will severely punish illegal medical beauty training and severely investigate and deal with illegal advertisements and Internet information.
There are more and more brands of laser medical equipment in the market, but plastic surgery or photoelectric therapy requires not only good equipment, but also the skills of doctors and the services of clinics, so the technical content and cost of medical beauty itself are not low.
For equipment, the original factory, knowledge training, operation training and other related knowledge will be more abundant and frequent; If it is an agent, these aspects can't keep up. After all, the further iteration of the equipment is slightly lacking in timeliness. However, the cost of agency to stores is lower and the pressure is less.
At present, the photoelectric instrument market mainly has the following status and problems:
Brand competition is fierce.
The competition among upstream manufacturers is very fierce, and even a variety of imitation manufacturers and cottage manufacturers have appeared, which has caused some impacts on upstream enterprises.
But it is gratifying that the technical barriers in this industry are still high, and the ability of consumers and enterprises to identify genuine products is getting stronger and stronger. With the deepening of the popularization of patient education, the ability to distinguish is enhanced.
In terms of product types, in addition to more mature skin, it has also achieved good results in efficacy and safety. The new techniques of slimming and shaping have been gradually popularized, and will continue to improve the safety of its treatment.
In addition, mainstream laser medical equipment manufacturers will combine the Internet and cloud technology to launch supporting products, which are mainly aimed at small medical and aesthetic institutions that dominate the market, so that they can have better choices.
Therefore, in addition to group customers and top three hospitals, some manufacturers will also open up independent doctors to open clinics.
Medical device manufacturers generally face the risk of regular renewal and registration of production qualifications. The increasingly strict industry supervision has increased the difficulty and uncertainty of new product registration. The appraisal time and approval period of product technology by the national medical device supervision and management department may be longer. Manufacturers need to patiently polish products and technologies and rashly introduce immature technologies to the market, which may be a devastating blow to the brand.
Competition after-sales service
In the channel of equipment, most of them still adopt the mode of agency, and a few are direct sales. Large-scale circulation enterprises will continue to expand their scale through mergers and acquisitions, reaching a market share of 25%-40% in a certain regional market, which is the only way for any circulation enterprise to rise globally.
Customers not only buy equipment, but after-sales service truly reflects their competitiveness. Large-scale equipment manufacturers are equipped with medical-grade clinical personnel certified by the original factory, set up standardized service processes, understand and evaluate the actual operation of clinics, tailor-made personalized marketing and promotion programs, and provide medical and aesthetic transformation services.
After the introduction of the equipment, we will tell customers how to use it well, how to maintain it well, how to better apply the technology to beauty seekers and bring better therapeutic effects to consumers through training in the form of tours and lectures. In fact, the requirements in this area are getting higher and higher, and the technical differences of head equipment manufacturers are not particularly great.
Especially for small and medium-sized clinics with medical and beauty offline institutions as the main body, operators will attach great importance to after-sales service before considering purchasing equipment, so they will take after-sales service as the primary criterion when choosing. Secondly, whether after-sales service is timely, whether the problem is solved comprehensively and many other factors are the standards to measure after-sales service. Therefore, in addition to the function of the equipment itself, other levels of attention and service level are the powerful conditions to determine the market competitiveness.
Downstream industrial layout
Medical beauty in China market is sinking from first-and second-tier cities to third-and fourth-tier cities, and customers of life beauty and black clinics are slowly turning to medical beauty. To some extent, this trend also shows that users are more pursuing the beautiful effects brought by medical beauty.
How to penetrate into more fields and test the strength of manufacturers. Some equipment manufacturers have expanded their downstream business, improved the whole industrial chain system from R&D and manufacturing to domestic and foreign marketing, or directly invested in hospitals, especially maternity hospitals. The manufacturer itself has postpartum repair or private parts plastic surgery equipment, which can realize seamless connection and diversion.
Situation of key enterprises
Alma (felton)
Alma is the world's leading supplier of energy, medical and beauty equipment, with independent design, development and production capabilities, and adopts independent innovation and proprietary technology.
The company's flagship products include: soprano series, mainly used for hair removal; Harmony series can be used as a multi-functional and multi-application platform for up to 65 FDA-licensed indications; Accent series, mainly used for shaping and firming skin, belong to the medical beauty product line; FemiLift, a minimally invasive medical beauty equipment for treating various female problems (such as personal beauty therapy).
In addition, the company also provides life beauty product lines such as Rejuve and SPADEEP.
20 13 In May, Fosun Pharma successfully acquired Alma through Sisram. On September 2017 19, Sisram was listed on the main board of the Hong Kong Stock Exchange.
According to the revenue of 20 16, Alma has become the largest supplier of energy, medical and beauty equipment in Chinese mainland (excluding Hongkong, China, Macau, China and Taiwan Province Province, China). In 20 17, China's market revenue accounted for 20.6% of the total revenue.
Sisram is sold through direct sales and distribution. In the United States, Canada, Germany, Austria and India, the company mainly sells directly to medical beauty institutions, while in other parts of the world, the company mainly sells to dealers, who buy the company's medical beauty equipment and then sell it to medical beauty institutions as their customers.
Compared with 20 16 years, the company's total revenue increased by 15.9%, reaching $654.38+369 million. The pre-tax profit and the profit attributable to the owner of the parent company were $654.38+058,000 and $654.38+065.438+000,000, respectively, increasing by 33.4% and 37.2% compared with 2065.438+06.
Most of the company's revenue comes from medical beauty product lines, including flagship non-invasive medical beauty equipment (such as Soprano, Harmony and Accent series), aesthetic precision series and some other medical beauty equipment, with revenue of $65,438+$0.065,438+billion, accounting for 73.9% of the total revenue.
For the plan of 20 18, Sisram will seek to expand the sales team and establish other direct selling businesses, and seek opportunities to establish joint ventures and conduct mergers and acquisitions with minimally invasive medical device companies in the fields of cosmeceuticals, stem cells and PRP. The cooperation with IBSA, a leading Swiss pharmaceutical company, is an example of such a joint venture.
At the same time, Sisram plans to invest R&D resources in studying the interaction between energy and drugs and developing products and solutions that can make full use of our research results.
Sisram plans to build Alma into a consumer brand by focusing on the rebranding process of B2C, with the goal of promoting bottom-up demand and expanding business opportunities. In addition, Sisram is expected to further realize and expand its Internet of Things technology.
Qizhi laser
Qizhi Laser, located in Wuhan, is a provider of photoelectric medical beauty solutions integrating R&D, production, agency and sales, and has undertaken more than ten national and local key photoelectric medical projects. The main products include laser medical beauty equipment for beauty and urology.
By the end of the first half of 20 17, the company had obtained 24 medical device product registration certificates, leading the industry in number, and obtained 44 patents (including American patent 1), ISO900 1 and ISO 13485 quality system certification, and some products also passed the ce certification of the European Union.
By the end of the first half of 20 17, the company had achieved an operating income of 87.0306 million yuan and a net profit of 2 1 169700 yuan.
At present, the company has an independent and complete R&D, production, procurement and sales system and a mature business model, and adopts the procurement mode of "order plus safety inventory and on-demand procurement". Production mainly adopts the mode of order production, and some products are prepared according to market forecast to meet the requirements of basic inventory.
Qizhi Laser's sales adopt direct selling and distributor mode, and some export products are sold through distributors. Customers mainly include public hospitals at all levels, private medical institutions, medical device distribution enterprises and beauty institutions.
Lumenis (doctor)
Doctor of Science was first established in 1966 Silicon Valley, USA, and strong light manufacturer ESC Medical Company was established in 199 1.
In 200 1 year, doctor of science merged with ESC medical company to form optical and medical laser company. The new company was renamed Lumenis, and its production bases are located in the United States and Israel.
Medical professionals 1992 entered China, and their products involved in medical fields such as beauty, ophthalmology and urology. Medical professionals have always attached great importance to clinical and academic research and provided value-added services such as professional training to customers.
Among them, LightSheer Duet Moonlight vacuum painless rapid hair removal instrument, M22 King's Heart OPT photon rejuvenation instrument and Ultrapulse Encore TM Ultrapulse CO2 dot matrix skin replacement instrument are especially welcomed in China market.
20 15 10, XIO Group completed the acquisition of Lumenis for 5 100000 yuan. XIO Group is a global investment institution worth billions of dollars.
Headquartered in London, it has offices in Europe, North America and Asia. It focuses on global M&A investment opportunities and will actively expand the growth potential of its investment subsidiaries in China in the future.
After receiving the financial support from XIO Group, Lumenis acquired Pollogen on 20 15 1 1, which expanded the territory of medical and aesthetic devices.
In terms of marketing strategy, medical professionals in the future will strengthen the development of laser treatment system and laser beauty technology (hair growth, body odor treatment, body shaping and weight loss, etc.). ), life beauty products and portable household laser beauty equipment.
Peninsula medical treatment
Peninsula Medical Group, established in 2008, is a national high-tech enterprise integrating international trade, product development and marketing services, providing products and services to nearly 1000 dermatology or plastic surgery, with domestic invention patents 10, international invention patents 4, utility model patents 30, appearance patents 13 and software copyright 6544.
In 20 13, the group began to cooperate with Zhao Guang team of Air Force General Hospital in Industry-University-Research, and also cooperated with many clinical teams such as Shanghai No.9 Hospital, Xijing Hospital, anzhen hospital and Jiangsu Provincial Hospital of Traditional Chinese Medicine.
At present, the enterprise is in a difficult period of R&D investment, and has the best-selling products of Ritijin micro-sculpture and tornado series.
Dog leash (dog leash)
Cynosure was founded in 199 1 and headquartered in Boston, Massachusetts, USA. In 2005, it was listed on Nasdaq. At present, it provides products, services and technical support to more than 60 countries around the world through wholly owned subsidiaries and distributors.
On 20 1 1 and 20 13, Compaq and Paloma Laser Company were wholly acquired. 20/kloc-in March, 2007, Hologic, the world's leading medical diagnosis company, announced that it had completed the acquisition of Sino Show company at a purchase price of $66 per share.
Huge investment in development, leading theoretical research, more than 30 American patented technologies and perfect after-sales service ensure the high market share and competitiveness of Sino Show products.
In 20 12, Cynosure introduced the world's first picosecond laser, with a picosecond wavelength of 755nm. The laser equipment-picosure 755 nm honeycomb picosecond laser has an unprecedented light shock wave (PressureWave? ) treatment, since then, the global medical and beauty community has entered a new era of picosecond treatment.
Eurostar
Founded in 1964, Fotona is headquartered in Dekingen, Germany, with its marketing center in the United States and production bases in Slovenia, Denmark, Germany and other EU countries. 2065438+In April 2007, Hande Capital acquired Fotona Eurostar Laser Company.
Fotona's medical laser mainly includes seven ace products: FotonaQX Max Freckle Removing King, "Flying Shuttle" lattice erbium laser, Ruili non-invasive private laser, FOTONA 4D polar plastic pulling system, double lattice super platform, Tightlase non-invasive fat-reducing laser and red pioneer vascular treatment laser. All the above products have been fully certified by FDA, CE in Europe and SFDA in China.
By the end of 20 15, Fortuna had operated nearly100,000 laser equipment in many countries around the world.
In 2004, Fotona Eurostar Laser Company officially landed in China market, set up its China headquarters in Shanghai, and set up offices in Chengdu, Beijing and Guangzhou, and successively set up "Fotona Eurostar Clinical Training Exhibition Center" in well-known medical institutions such as the Laser Center of Guangzhou Military Region General Hospital, the Ninth People's Hospital affiliated to Shanghai Jiaotong University, the Plastic Surgery Center of Xijing Hospital, the Plastic Surgery Center of Foshan First People's Hospital and the Beauty Laser Center of Beijing Navy General Hospital, so as to provide services for new domestic customers.
Sinolon
Syneron was founded in 2000 and listed on NASDAQ in 2004. It has R&D and manufacturing operations in Israel and the United States. The company's products are sold through Syneron, Candela and CoolTouch, and are committed to solving problems such as body shaping, hair removal, wrinkle removal and skin improvement. Its well-known patented technology is elos technology (photoelectric cooperative technology).
PicoWay, a popular device, is a dual-wavelength device with leading pulse technology. Its pulse width is 40% shorter than that of the same type of picosecond laser equipment on the market and 170% shorter than that of the traditional laser. The device has passed the China CDFA certification and is suitable for all types of skin.
At present, Syneron has been acquired by Apax Partners. Apax Partners has rich experience in the field of medical services, and has successfully invested in GHG, the largest private hospital group in the UK, Capio, the pan-European hospital group, and ApolloHospitals, the largest private hospital group in India.
On 20 16, mesozoic and Huaxi reached a strategic cooperation. According to the cooperation agreement, Huaxi Bio will obtain the exclusive right to operate Syneron's brand-new Adeline products in China, including marketing, pipeline sales and after-sales service. The product was patented in Syneron-Candela. Derived from this technology, it provides various applications such as firming, smoothing and regenerating body and facial skin, depilating, removing moles and spots.