Tongtou Tang Files IPO Prospectus: A Standardized Tuina Chain with Nearly 100,000 Members in Five Years

“The greatest pain point affecting the health of people in modern times and in the future is the dramatic shift in lifestyle. This change refers to the fact that while people in the past were ‘compelled by others and circumstances to stay active, yet ate little,’ modern individuals are ‘compelled by others and circumstances to remain sedentary, yet eat excessively.’ Coupled with factors such as emotional stress and irregular living patterns, this has led to a series of conditions we term ‘stagnation disorders.’”

In the view of Yin Chengyuan, President of Shenzhen Tongtoutang Traditional Chinese Medicine Hospital, “For patients,"Tuina is undoubtedly the best solution for treating blood stasis and obstruction disorders."。

Tui Na, praised by some scholars as the "venerable art of healing," is an important component of Traditional Chinese Medicine.

As health and wellness awareness continues to rise, Tui Na (Chinese therapeutic massage) is gaining favor among modern individuals who spend prolonged hours working at desks.

2In September 2016, Tongtoutang officially commenced operations. This TCM clinic, specializing in tuina (Chinese therapeutic massage), opened its first location with a floor area of over 1,300 square meters, making it the largest standalone TCM clinic in Shenzhen at the time.From the outset, Tongtoutang has been exploring the standardization of Traditional Chinese Medicine (TCM) tuina. Now, after five years of development, Tongtoutang has developed more detailed solutions for TCM standardization and, on this basis, has embarked on its path of chain expansion.

Tui Na (Chinese therapeutic massage) can unblock meridians, harmonize qi and blood, and enhance the body's immune function. It is particularly beneficial for individuals suffering from lumbar, shoulder, or cervical spine issues, as it helps alleviate tension and promote overall relaxation, serving as an effective form of preventive healthcare.

According to a 2021 survey by iiMedia Research on the physical discomforts experienced by Chinese internet users,50.2% of surveyed internet users reported experiencing neck and shoulder pain or stiffness and discomfort. Additionally, some respondents reported lower back soreness or pain (41.2%), tension, stiffness, pain, or weakness in the back muscles (39.8%), and general fatigue or weakness (38.5%).Additionally, some surveyed internet users reported experiencing discomforts such as numbness or aching pain in the legs, soreness, pain, or numbness in the arms, and stiff neck.

In Yin Chengyuan’s view, “Tui Na (Chinese therapeutic massage) is the optimal solution for treating patients with ‘chronic fatigue syndrome,’ representing the therapeutic approach that comes closest to the truth of the patient’s condition, to their emotions, and to their best interests.”

Yin Chengyuan explained that “chronic fatigue syndrome” primarily affects individuals around the age of 40 and represents a further progression of “blood stasis and obstruction disorders.” In addition to cervical and lumbar pain, this population may suffer from chronic fatigue, leading to a series of bodily pains and the development of various chronic diseases.

Addressing various chronic diseases and pain conditions rooted in the core pathological basis of “stagnation and blockage,” Yin Chengyuan proposed a Traditional Chinese Medicine (TCM) therapeutic theory of “using fingers as scalpels to directly target lesions and eliminate the root cause of disease.” With a focus on efficacy and aimed at curing diseases, this approach involves qualitative, locational, and quantitative assessments to customize conditioning plans for patients.

During treatment, a one-on-one “palpation-based” doctor-patient interaction model is established, enabling “zero-distance” contact between the physician and the patient throughout the entire process. This allows the physician to gain an in-depth understanding of the true nature of the patient’s condition, receive timely feedback, accurately identify pain points through precise diagnosis, and deliver targeted therapy, thereby facilitating more efficient recovery for the patient.

During Tuina therapy, ample communication between the practitioner and patient facilitates emotional release, psychological regulation, and a comprehensive understanding of the treatment rationale and plan. This encourages timely feedback and active participation, ensuring that patients receive scientifically grounded, precise therapeutic and conditioning regimens.

Tuina therapy offers a "non-surgical, non-pharmacological" approach, providing patients with an efficient, comfortable, and safe treatment option that eliminates surgical risks and psychological burden.

“According to our data,Young adults aged 22 to 30 account for 50% of our consumer base, with their health issues primarily stemming from strain due to insufficient physical activity. In contrast, consumers aged 50 to 65 represent less than 10% of our customer base, yet they contribute more than 30% of our operating revenue.“They visited with high frequency, receiving up to 100 treatment sessions within approximately one year. In addition to neck, shoulder, lower back, and leg pain, all of them suffered from chronic conditions such as diabetes, hypertension, chronic gastrointestinal dysfunction, and chronic gynecological disorders. Their chronic conditions improved to varying degrees through tuina massage,” introduced Yin Chengyuan.

Growing public emphasis on health is driving the development of the tuina (Chinese therapeutic massage) market. An increasing number of tuina clinics are emerging rapidly. However, it is worth noting that there is currently a shortage of qualified tuina practitioners, and few professional institutions in the market offer both proven efficacy and reliable safety guarantees. The lack of industry standardization and regulation significantly hinders the healthy development of the tuina sector.

“It has long been widely believed that Traditional Chinese Medicine (TCM) is inherently personalized and cannot be standardized, thus precluding large-scale replication."I believe that among all the treatment systems of Traditional Chinese Medicine—Bian stone therapy, acupuncture, herbal medicine, Daoyin (guided exercises), and Anqiao (massage and manipulation)—Tuina (therapeutic massage) is the most amenable to standardization."“Having practiced clinically for over two decades, I have long pondered how to standardize Tuina (Chinese therapeutic massage). I realized that achieving standardization requires identifying a highly effective yet ‘minimalist’ theoretical framework. Fortunately, we have discovered such a framework, and extensive clinical practice has demonstrated its remarkable efficacy,” remarked Yin Chengyuan, reflecting on the path toward the standardization of Tuina.

“Standards must be standardized in terms of processes, but allow for personalization within a certain range in terms of operations.”

After years of clinical practice, Yin Chengyuan has summarized the sites on the human body where pain may occur.These pain points can be specifically categorized into 32 core pain points, 255 common pain points, and approximately 1,000 potential pain points.

Yin Chengyuan explained that when pain points appear on the human body, numerous tightened nodules and taut bands in muscle fibers can be observed under a microscope. The formation of these nodules and bands is primarily attributed to injuries caused by insufficient or improper exercise.

Based on these pain points, Tongtoutang has summarized treatment protocols for over 70 common conditions.

In Tuina therapy, practitioners can identify the corresponding locations based on summarized pain points by integrating patient reports, tender spots, and standard treatment protocols for common conditions. They then perform Tuina manipulations on these areas in conjunction with surrounding acupoints to achieve therapeutic efficacy.

Yin Chengyuan stated that Tongtoutang is a technology-driven clinic, which differs significantly from service-oriented establishments. The most critical distinction lies in improved efficiency. As a tuina (Chinese therapeutic massage) medical institution, Tongtoutang achieves sales per square meter and labor productivity that are generally more than twice those of wellness and healthcare centers, with single-store efficiency being three to five times higher than that of traditional tuina clinics.

With the support of clinically validated data, it is possible toEstablish technical assessments, productivity-based performance evaluations, and satisfaction surveys for massage therapy technicians.This has also established a standardized system for talent development at Tongtoutang.

“For a medical clinic to remain viable, it must have its own system for cultivating talent. If one merely poaches staff from elsewhere, once that source is exhausted, there will be no one left; it is essential to maintain a reserve of talent.”

First, in terms of personnel selection, Tongtoutang has established basic entry requirements. All employed massage therapists are required to hold at least one of the following professional certifications issued by the National Health Commission: Rehabilitation Therapist, Health Manager, Certificate of Expertise in Traditional Chinese Medicine, Assistant Physician, or Licensed Physician. Moreover, an increasing number of massage therapists are graduates from relevant majors at medical colleges and universities, such as Acupuncture and Tuina, Traditional Chinese Medicine, Rehabilitation Therapy, and Sports Rehabilitation. Meanwhile, Tongtoutang requires its staff not only to study Traditional Chinese Medicine theories but also to acquire knowledge in related disciplines such as anatomy, kinesiology, and biology.

Upon joining Shenzhen Tongtoutang Traditional Chinese Medicine Hospital, technical staff will undergo regular training and practice in accordance with the "Three-Mentor Training System," including weekly hands-on expert-led sessions focused on anatomy, myofascial trigger points, and diagnostic protocols for pain-related conditions.

Shenzhen Tongtoutang Traditional Chinese Medicine Hospital also implements tiered, quantitative training for its technical staff. Following the training, technicians are classified into three distinct levels—A, B, and C—with tailored talent development plans formulated for each level.

Management standardization primarily encompasses the standardization of services and marketing. For a Traditional Chinese Medicine (TCM) clinic, the most critical aspects are likely technical expertise and operational management. Beyond the standardization and proceduralization of clinical techniques, the normalization of operational management is equally vital.

Shenzhen Tongtoutang Traditional Chinese Medicine Hospital has established regulations on “customer experience” from four aspects, namely the customer reception process, customer operation process, follow-up process, and satisfaction survey process, to improve the standardization of Shenzhen Tongtoutang Traditional Chinese Medicine Hospital's services.

In terms of operations, Tongtoutang has launched various standalone clinics to achieve comprehensive patient coverage across all scenarios.From its initial flagship store to community stores, commercial district stores, office building stores, and industrial park stores, Tongtoutang has covered patients across all scenarios of work, home, and consumption. It has conducted systematic and standardized explorations into the financial models, profitability models, and profit drivers for different types of stores.

After five years of development, Tongtoutang has established 10 clinics, becoming the largest chain of traditional Chinese medicine (TCM) clinics in Shenzhen by number of locations, and has amassed nearly 100,000 members.In addition to continuing to explore and expand in the operation and standardization of Tui Na massage, regarding the future development of Tongtoutang,Yin Chengyuan also plans to establish the Tongtoutang Research Institute to conduct exploratory research on Traditional Chinese Medicine (TCM) tuina.

““We believe that the core focus at this stage remains internal. We consider internal factors to be more important than external ones; therefore, our primary emphasis now is on implementing our systems, including the human resources system, service processes, and business processes, as well as our technology and technology standardization system, technology productization system, and technology commercialization system.”