“Here, you can see the Yangtze River Bridge, across the river overlooking the Yellow Crane Tower, lying on the dental chair, as if seeing a doctor in the clouds.” On the 29th floor of the high-end office building in the core business district, Taikang Dental Wuhan Henglong Clinic officially opened. The clinic’s interpreter described the medical experience here to people who came to visit.
The high-end medical treatment experience is not only reflected in the site selection, but also in the gathering of a group of dental experts—the eight professional academic committees of Taikang Dentistry have brought together the high academic attainments, upright style of study, An expert with noble medical ethics.
The design details of the clinic also reflect the ultimate experience service pursued by Taikang Dental. The small clinic can easily make people feel depressed. In order to alleviate customers’ fear of dental visits, all clinics do The high ceiling design; the children’s clinic is full of lovely wall paintings.
△ Taikang Dental Wuhan Henglong Clinic
With the opening of the first clinic in Wuhan, Taikang’s new high-end dental brand “Taikang Dental” was officially released, positioned as “the quality oral health management expert around you”, dedicated to serving customers Provide high-end oral health management services for the whole population and life cycle, and create a new oral scene of Taikang’s “payment + service” healthy closed-loop.
Behind the layout of high-end dentistry
Taikang wants to leverage the oral silence market
“Taikang Dental” is a strategic upgrade of Taikang in the field of oral cavity.
In 2018, Taikang strategically invested in the dental chain brand Bybo Dental. Up to now, Taikang Bybo Dental has covered more than 50 cities across the country, opened nearly 200 outpatient clinics, established a nationwide service network, a national specialist expert rotation model, a private dentist service system, and a national quality assurance mechanism.
In the past 4 years, Taikang Bybo Dental has been seeking integration with Taikang’s powerful payment terminal – Taikang Online, Taikang Life Insurance and Taikang Bybo Dental have jointly launched more than 40 dental products. Insurance products are well recognized by the market. Taikang’s insurance channel has also contributed more and more to Taikang Bybo Dental’s revenue. It has gradually increased from 1% at the beginning to nearly 20% in the first half of 2022, realizing a quantitative change to a qualitative change. change.
Zhu Zhenghong, vice president of Taikang Health Investment and CEO of Taikang Bybo Dental, pointed out that Taikang Dental and Taikang Bybo Dental are both very important business lines of Taikang, but in order to distinguish different customers , Taikang decided to implement a dual-brand strategy. For the high-end user groups it currently serves, Taikang Dental will pay more attention to the ultimate service experience and provide full-life-cycle oral health management.
△ Taikang Dental Brand Release and Taikang Dental Wuhan Henglong Clinic Opening Ceremony
The most important thing is that Taikang Dental will be based on a new business model of “insurance + dental medical services”, which is “insured dental medical services”. “A brand new business model, and Taikang hopes to build it with a brand new brand.”
“Oral medical service with insurance has multiple meanings.” Zhu Zhenghong explained, “We hope that in the future our users will buy Taikang’s commercial oral health insurance and go to Taikang to see their teeth. Forming a closed loop, the payer is Taikang, and the service side is Taikang, which can ensure the high-quality and ultimate service experience of customers to the greatest extent.”
According to Zhu Zhenghong, in the United States, the willingness of dental commercial insurance customers to seek medical treatment is twice that of uninsured customers, and the medical insurance customer visit rate is over 80%. In 2019, the proportion of oral treatment covered by commercial insurance and government medical insurance in my country was only 2%, which formed a huge “silent market”. “Resolving the payment problem through commercial insurance will make more people willing to see their dentists, which is to leverage the silent market. Taikang wants to focus on more than 80% of people who have never seen a dentist. That’s a blue ocean market.”
Based on the accurate perception and grasp of the trend of my country’s dental market, Taikang is convinced that “payment + service” will shake the silent market of China’s dental industry.
Focus on Oral Health Lifecycle Management
Taikang leads industry change
As an insurance company, after entering the medical field, Taikang also showed the characteristics of an insurance company’s DNA-focusing on prevention and health management.
Provokes oral health prevention over treatment because prevention costs less than treatment in the long run. In the “insurance + medical care” model, the level of health is directly proportional to the level of cost control. Only the prevention-oriented health concept can bring about a good situation in which patients, medical institutions, and insurance all benefit, and achieve a healthy and cost-controlled relationship. dual purpose.
From the perspective of the number of dentists in China, the data in 2018 was 217,300, which is equivalent to 156 dentists per million people, far lower than the 500-1000 in developed countries. match. In other words, 200,000 dentists are far from meeting the oral health needs of 1.4 billion people. Therefore, while strengthening the construction of the team of oral general practitioners, it is more important to move the prevention threshold forward and form a prevention-centered oral diagnosis and treatment model.
This is in line with the country’s vigorously advocated “diagnosis-centered,”Prevention-centered transformation” coincides with the health policy. “Taikang Dental” hopes to promote the transformation of my country’s oral medical services from the “dental diagnosis and treatment guarantee” model to the “oral preventive guarantee”, making dental care an elegant and comfortable experience trip. Create a new model for the dental service industry.
Specifically, traditional dental services are limited to one-time, single-item dental diagnosis and treatment services, while “Taikang Dental” extends services to pre-diagnosis consultation, in-diagnosis treatment and post-diagnosis management; Through the first consultation system of general practitioners, private dentists and other service modes, it provides oral health management services for the whole life cycle to solve the oral health problems of members.
△ Taikang Dental Wuhan Henglong Clinic
Based on the deep understanding and grasp of the development trend of my country’s dental industry, national policies and “insurance + dental medical services”, Taikang Dental’s business layout has been further advanced, and several dental products have been launched. product. At present, with the “Oral Health Management Concept” as the core, “Taikang Dental” has released a total of 4 products including “Dr. Service products cover all basic oral health needs of all family members from children to the elderly.
Take “Healthy Teeth” as an example, this product focuses on “making the elderly healthier, safer and more convenient”, providing unlimited elderly health care teeth cleaning , two basic treatments of filling/extraction to achieve full coverage of prevention and basic treatment.
The background of the launch of this product is that the dental situation of the elderly in China is not optimistic. The missing ratio is as high as 86.1%, and 10% are completely toothless. Among them, there are not a few edentulous patients who cannot achieve the conditions of implantation.
In the follow-up oral medical services, “Taikang Dental” pursues the ultimate comfort, and innovatively proposes the “seven-step anesthesia method”. Help patients overcome their “dental fear”; in terms of convenient diagnosis and treatment, relying on years of successful experience in dental implantation, the digital technology of “immediate implantation” is realized, and the teeth can be worn immediately within 1-2 days, making oral diagnosis and treatment more comfortable and efficient. ,safer.
70%~80% of oral medical work deals with common diseases and frequently-occurring diseases. In the United States, this main work is undertaken by general dentists. In the future, Taikang Dental will practice the “first consultation system for general practitioners + specialist doctor service” model, and hand over difficult oral problems to oral experts to better solve customers’ oral problems.
Complete the medical and health care map
Promoting the coordinated development of Taikang big health ecosystem
Previously, Taikang Bybo Dental did not have physical clinics in Wuhan and Nanjing. At the same time as the release of “Taikang Dental”, Taikang Dental Wuhan Henglong Clinic opened, and Nanjing Jianye Clinic will open soon. Make Taikang’s oral health map more complete.
Enter new cities and build new brands. In the next step, Taikang plans to launch “Taikang Dental” simultaneously through a strict selection mechanism in cities where “Taikang Bybo Dental” clinics have opened. “We have a very strict internal incentive and assessment mechanism, including software and hardware, doctor and expert services, procedures, etc. Only those who meet the standards will be called Taikang Dental.” Zhu Zhenghong emphasized.
Of course, Taikang not only focuses on the oral health territory, but “Taikang Oral” is a new oral scene where Taikang enters the medical service industry and practices the Taikang medical insurance combined with the business model.
Taikang Insurance Group has been committed to building a big health industry ecosystem. The layout of 26 key cities in the core area of Central China. In the “medical” sector, Taikang promotes the integration of medical, teaching and research, and promotes the “integration of medical insurance and medical health care”. The national external medical service network together constitute Taikang Medical’s nationwide service network and strong medical service capabilities radiating across the country.
Society-run medical care has been seeking a good industry development model, and Taikang has also proven step by step that the new business model of “payment + service” in China is feasible and better business model.
For the healthcare industry, pure capital operations have proven difficult. The medical industry is asset-heavy, long-term, has a high break-even point, and has a low marginal rate of return. The biggest feature of insurance companies is that they have a large amount of capital and a long cycle. They pursue long-term stability, reasonable returns and stable cash flow. The two are very compatible and can Synergize with each other to produce 1+1 > 2 effects.
Especially in the era of the epidemic, it has been verified that the medical industry is highly dependent on large platforms and large capital. For medical service institutions, insurance companies will bring payment, bring a large number of customers, and bring the ultimate service experience; by avoiding excessive inspection and treatment, the overall cost will be greatly reduced and efficiency will be improved, which is beneficial. A good thing for the country, the people, the medical and the insurance.
At the press conference, Chen Dongsheng, founder, chairman and CEO of Taikang Insurance Group, emphasized that in the future, Taikang will work with investment partners to build a big health ecosystem, with scarce medical service resources and oral cavity, etc. Focus on consumer specialist medical care, expand the depth of the industrial chain; expand the breadth of the industrial chain with data medical care and innovative payment.