释放制药潜力：泰国诊所日益重要的作用

White Paper Unlocking Pharmaceutical Potential:The Growing Role of Thai Clinics AKRIM JANTARAPRAPA,Principal, Strategy ConsultingNATTAPOL KONTIKAME,Consultant Table of contents Introduction1Clinics 101: Characteristics of current clinic landscape3Conclusion7References8Authors9About IQVIA9 Since the end of the COVID lockdown, the pharmaceutical market in Thailand has seen rapid growth within the clinicschannel: both prescription (Rx) and over-the-counter drug sales are expanding at a faster rate compared to publichospitals, private hospitals, and pharmacies. For the top 15 multinational corporation (MNC) pharmaceuticals, salesacross clinics have grown at a faster rate (25% compound annual growth rate [CAGR]) than those at private hospitals,public hospitals, and pharmacies. In 2024, sales at clinics for the top 15 MNCs exceeded USD 100 million, equivalent to~40% of sales at private hospitals during the same period — a significant rise from 33% in 2022. Consumers’ ongoing need for greater convenience and their increasing willingness to pay out of pocket for healthand wellbeing are two factors propelling the clinics’ rapid expansion. Despite Thailand being a predominantly publicreimbursement market, the inconvenience of long queues at medical schools and public hospitals has driven patients toseek quicker, more accessible alternatives for minor ailments. With adoption of teleconsultation still in its infancy, clinicslocated in residential areas or close to places of employment have emerged as the go-to choice for patients who cannotwait more than an hour at public hospitals. Up to 80% of patients at clinics wait less than half an hour. Consumers’ ongoing need for greaterconvenience and their increasingwillingness to pay out of pocket for healthand wellbeing are two factors propellingthe clinics’ rapid expansion. Clinics have become vital pointsof care, addressing a broadrange of medical needs andoffering an attractive growthopportunity in Thailand Other factors fuelling the rapid demand expansion of clinics include growing affordability & willingness to spendon healthcare (a trend that has continued to gain momentum since the COVID lockdown), and the advent of clinicstargeting specific pain points and patient preferences relevant to the current living environment (i.e. office syndrome,aesthetic, and wellness clinics).901337391+ 14%+ 8% Clinics 101: Characteristics of current clinic landscape Pharmaceutical and consumer health companies should consider several critical aspects before developing strategiesto penetrate the clinics channel: Not all categories are fit for clinics: Certain medications are more sought after in clinics,such as those for chronic conditions, common illnesses, and preventive care Manufacturers with robust portfolios in aesthetics, diabetes, and vaccines have performed better at this point in the clinicschannel, as these categories align well with patients’ current needs and the nation’s high prevalence of noncommunicablediseases (NCDs) such as diabetes. The demand for vaccines has become increasinglyimportant due to heightened awareness of preventive healthcare.Clinics have been playing a more prominent role as points of vaccination in recent years, accounting for up to ~30% ofvaccine sales value, a 5% share jump from two years prior. Sales of diabetes drugs category grew at 40% CAGR across the clinics channel since 2022, outpacing growth at otherchannels by double digits. Medical dermacosmetics, which blend dermatological treatments with cosmetic benefits,are also gaining popularity, in line with the population’s growing interest in aesthetic health and wellness. Different procurement operations: Clinics often have distinct procurement processescompared to hospitals and pharmacies, necessitating tailored approaches to supply chainmanagement and product distribution Clinics in Thailand exhibit diverse procurement practices. Approximately less than 30% of clinics procure medicationsdirectly from manufacturers, and 50% rely on wholesalers and neighbourhood pharmacies for their pharmaceuticalsupplies. The remaining 20% do not stock medications; instead, doctors provide prescriptions and direct patients topurchase the required medicines from pharmacies. Therefore, a clear understanding of clinic-to-pharmacy dynamicsbecomes important, even for brands with more pharmacy-centric strategies. White labels: Clinics may opt for white-label products to reduce costs, posing acompetitive challenge for branded pharmaceutical products White-label products are particularly relevant in the context of aesthetic clinics. These clinics often prefer carryingtheir own brands rather than established global brands, partly motivated by the clinics’ branding strategies and byhigher margins associated with house brands. Usage of white-label products is more prevalent with more perceived“premium” clinics and chains; approximately 80% of aesthetic clinics do carry white-label brands, which account f