Page 7 - 《中国药房》2022年19期

·药事管理·

赠药模式与国家医保药品谈判模式对药品销售情况的影响对
比——以曲妥珠单抗为例 Δ

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胡紫馨 ，谢金平，王苑如，邵 蓉（中国药科大学国家药物政策与医药产业经济研究中心，南京 211198）
中图分类号 R979.1；R-012 文献标志码 A 文章编号 1001-0408（2022）19-2305-05
DOI 10.6039/j.issn.1001-0408.2022.19.01

摘 要 目的 对比赠药模式与国家医保药品谈判模式对企业药品销售情况的影响，为制药企业优化经营策略提供案例参考。
方法 基于江苏省A市2013－2018年的医保统计及结算数据，以曲妥珠单抗为代表药品，对其在实施赠药策略和进入谈判药目录
期间的销售、使用情况进行对比，同时对部分患者的用药行为变化进行分析。结果 实施赠药策略后，当年曲妥珠单抗的销售量较
上年提升了193.87%，销售额增长了155.71%，随后增长趋势趋于平稳；进入国家谈判药品目录后，曲妥珠单抗当年的使用人数较
上年增长了87.68%，销售量增长了48.06%；销售额在单价大幅降低的情况下依然增长了22.81%。2种模式均能提升药品销量，同
时多元线性回归结果也证明，不同模式对患者曲妥珠单抗使用量有显著影响。结论 在药品单位价格水平近似相同的情况下，赠
药模式与国家医保药品谈判模式均能提升药品销售量，扩大药品覆盖面；而后者进一步降低了患者的用药门槛，在提升患者用药
可及性的同时对企业销售、发展也起到了正向影响作用。
关键词 赠药模式；国家医保药品谈判；以量换价；药品价格

Comparison of the effect between drug donation model and national drug negotiated model on drug
sales：taking trastuzumab as an example
HU Zixin，XIE Jinping，WANG Wanru，SHAO Rong（Research Center of National Drug Policy & Ecosystem，
China Pharmaceutical University，Nanjing 211198，China）

ABSTRACT OBJECTIVE To compare the effect between drug donation model and national drug negotiated model on drug
sales，and to provide reference for pharmaceutical enterprises to optimize their business strategies. METHODS Based on medical
insurance statistics and settlement data of city A in Jiangsu province from 2013 to 2018，trastuzumab was selected as the
representative drug. The sales and utilization of trastuzumab were compared during the implementation of the two models. At the
same time，the changes of medication behavior of some patients were analyzed. RESULTS After the implementation of drug
donation model，sales volume and turnover of trastuzumab increase by 193.87% and 155.71% in that year compared with the
previous year，and then the growth trend became stable；after including the national negotiated drug list，the number of users of
trastuzumab in the year increased by 87.68% compared with the previous year，and the sales volume increased by 48.06%；turnover
increased by 22.81% even though the unit price decreased significantly. Both models could improve drug sales，and the results of
multiple linear regression also proved that different models had a significant impact on the consumption sum of trastuzumab in
patients. CONCLUSIONS Under the condition that the unit price level of drugs is approximately the same，both drug donation
model and national drug negotiated model can increase the sales volume and expand the coverage of drugs. The latter reduces the
drug threshold of patients，and plays a positive role in improving the drug accessibility of patients and the sales and development of
enterprises.
KEYWORDS drug donation model；national drug negotiations；quantity-exchange-lower price；drug price

抗肿瘤治疗的费用通常较为高昂，企业为了提高药 药策略。赠药策略是一种企业借助第三方平台开展的
品的可及性，通常会在药品未进入医保的情况下实施赠 与药品销售挂钩的活动，即患者购买并使用相应周期的
药品后，企业借助第三方平台，根据患者的经济情况免
Δ 基金项目 国家社会科学基金重大项目（No.15ZDB167） [1]
费援助一定周期的药品 。自2017年起，国家开始探索
＊第一作者 硕士研究生。研究方向：医药政策与法规。电话：
025-86185188。E-mail：huzixin97@qq.com 医保药品谈判工作，在以量换价的基础上使药品通过谈
判降价的方式进入医保目录，从而降低患者的医疗负
# 通信作者 教授，博士生导师，博士。研究方向：医药政策与法
规。电话：025-86185188。E-mail：shaorong118@163.com 担。赠药模式与国家医保药品谈判模式对企业药品销

中国药房 2022年第33卷第19期 China Pharmacy 2022 Vol. 33 No. 19 ·2305·