Which Way Forward for Primary Clinics? DXY Launches 'City Partner Program' to Empower Grassroots Healthcare Providers
2019 was destined to be a landmark year for the transformation and development of clinics. In May, the National Health Commission, together with four other departments, jointly issued the “Opinions on Launching Pilot Programs to Promote Clinic Development,” marking China’s first policy document dedicated to fostering clinic growth. The signal interpreted by the industry from this document was that “small clinics” would usher in “new opportunities.”
The continuous relaxation of policies has, on the one hand, spurred rapid growth in the clinic industry, while on the other, exposed numerous pressing industry pain points that require urgent attention. For instance, how should clinical talent be cultivated? How can service quality be enhanced? And how can sustainable development be achieved to secure long-term viability?
(Figure shows2019 Annual Conference of the Clinic Development Alliance(On-site)
On November 30, the 2019 Annual Conference of the Clinic Development Alliance, themed “Heart-to-Heart Connection, New Leap Forward,” was grandly opened in Shanghai by DXY, an internet healthcare company. The event attracted more than 400 participants, including renowned domestic and international healthcare institution administrators, entrepreneurial physicians, and medical investment professionals, who engaged in lively discussions on the aforementioned issues.
At this year’s Clinic Alliance Annual Conference, dozens of industry veterans shared insights on 16 topics, focusing on talent development and growth challenges in clinic operations, delivering substantial practical value.
According to the latest data released by the National Health Commission, there are currently nearly 220,000 registered and operational clinics nationwide in China, with an average of more than 7,000 clinics per province.
“Private healthcare is an important component of China’s medical system, and future medical services will undoubtedly follow a dual-track model with both public and non-public sectors operating in parallel,” pointed out Hao Deming, Executive Vice President and Secretary-General of the China Non-Public Medical Association, at the conference.
(Pictured: Hao Deming, Executive Vice President and Secretary-General of the China Non-Public Medical Institutions Association)
The vast amount of data also reflects the uneven quality of clinical care and service capabilities among clinics. How can high-performing medical teams be built? Luo Yufen, Deputy Secretary of the Party General Branch and Vice President of Capital Medical Health Industry Group Co., Ltd., shared in her presentation “Building Teams Through a Multi-Dimensional, Systematic Approach”: “The core of shaping a high-performing medical team lies in a people-oriented approach, centered on both patients and healthcare professionals. This is the fundamental principle of hospital management and the key to enhancing disciplinary development and brand influence.”
(Pictured: Luo Yufen, Deputy Secretary of the Party General Branch and Vice President of Capital Medical Health Industry Group Co., Ltd.)
Teng Guoliang, Pediatric Medical Director at Shanghai United Family Healthcare Group, delivered a speech titled “How Private Hospitals Can Develop Pediatric Specialties.” He pointed out that with the relaxation of the two-child policy, the child population is projected to reach 265 million by 2024. However, current pediatric market services remain far from meeting demand, highlighting the need for differentiation and making the development of specialized pediatric care imperative.
(The photo shows Dr. Teng Guoliang, Medical Director of Pediatrics at Shanghai United Family Healthcare Group)
Zhao Changsong, founder of Kangbao Pediatric Clinic, shared “Secrets to Keeping Pediatric Clinics Busy During the Off-Season,” which drew rounds of applause. In 2017, Zhao resigned from his position in the pediatrics department of a Grade 3A hospital; Kangbao Pediatric Clinic began trial operations in March 2017 and achieved break-even by November.
“My secret lies in three key strategies: leveraging community-driven traffic, prioritizing service details, and conducting follow-ups via cloud-based case management,” Zhao Changsong told VCBeat. An avid explorer, he has devoted considerable effort to operational excellence. Currently, Kangbao Pediatrics maintains 10 WeChat groups, with its official account boasting over 20,000 followers.
(Pictured is Zhao Changsong, founder of Kangbao Pediatric Clinic)
“Patients are required to wash their hands upon arrival, stethoscopes are disinfected after each use, and medication storage is subject to strict regulations... I strive for perfection in every detail to ensure that every mother feels assured and at ease,” said Zhao Changsong. In addition to effective patient acquisition and high-quality service, Kangbao Pediatrics has introduced a considerate three-day free follow-up service, powered by its Cloud Steward system.
(The image shows Yang Zefang, Vice President of DXY and Head of DXY Clinic)
In addition, Yang Zefang, Vice President of DXY and Head of DXY Clinic, drew on his practical work experience to share DXY’s valuable initiatives in exploring differentiated service quality and establishing a professional medical training system.
As a highlight of the event, Xu Kenan, head of the DXY Clinic Development Alliance, unveiled the Alliance–City Partner Program at the conference. Reportedly, five star clinics have joined in the first batch: Guangzhou Tian’ai Pediatrics, Nanjing Taibao Pediatrics, Mommy Knows, Changsha Xinmu General Practice Outpatient Clinic, and Xi’an Shimai Medical.
(Figure: Plaque Awarding Ceremony)
Xu Kenan told VCBeat, “The Clinic Development Alliance was officially established in 2018. To date, it has reached more than 70,000 primary care practitioners. Dingxiang Cloud Manager has cumulatively served over 2,000 primary care institutions across China, with more than 300 core members engaged in deep collaboration. This City Partner Program represents an upgrade to our existing empowerment initiatives, shifting from ‘more’ to ‘better’ and providing tighter connectivity for higher-quality medical institutions.”
(The photo shows Xu Kenan, head of the DXY Clinic Development Alliance)
Going forward, DXY will provide its city-level alliance partners with basic benefits—including Clinic Development Alliance and Dingxiang Mama co-branding plaques, title sponsorship of brand events, and revenue sharing from referrals for alliance members and Dingxiang Cloud Manager—as well as exclusive services such as training and certification for star pediatricians and premium access to talent recruitment.
However, DXY stated that city partners merely represent medical institutions serving as the alliance’s designated supporters within specific urban areas; this does not constitute naming rights or affiliation with DXY Clinics, nor does it confer authorization to use the DXY Clinics trademark. Additionally, Dingxiang Mama will only award plaques to designated partners specializing in pediatrics and gynecology.
In addition, the Clinic Development Alliance has introduced another major IP under DXY—Dingxiang Mama—as a partner to empower brand building. As a maternal and child health service platform, Dingxiang Mama’s target audience aligns closely with that of pediatric and gynecological clinics within the alliance. Its flagship offline event series, “Dingxiang Mama Mini-Class,” launched over the past two years, can significantly help grassroots clinics break the ice in patient acquisition.
Chu Yang, Vice President of DXY and founder of the Dingxiang Mama brand, stated that for designated licensed partners, Dingxiang Mama will leverage its IP and media influence to convert online traffic into offline visits. Clinic physicians who pass performance evaluations may join the Dingxiang Mama lecturer team, gaining exposure, enhancing their personal brands, and helping clinics attract patients. Moving forward, Dingxiang Mama will also explore building social media platforms for clinics and opening access to its library of popular science content materials, thereby expanding the scope of collaboration.
(The image shows Chu Yang, Vice President of DXY and founder of the Dingxiang Mama brand.)
At the conference, DXY also presented awards such as the “Burning the Midnight Oil Award,” the “Unwavering Commitment Award,” the “Juggling Myriad Tasks Award,” and the “Everlasting Friendship Award” to express gratitude for the alliance members’ steadfast support along the way.
“We believe the City Partner Program will empower more primary care clinics and inject new energy into the industry,” said Xu Kenan, Head of the DXY Clinic Development Alliance.