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Commercialization
Over the past two decades, we have operated in the China’s complex and evolving medical system.

We built a profitable commercial infrastructure, encompassing our emerging Oncology Business Department, and strategically important prescription drugs business and our consumer health business.For more information on recent developments, please refer to the latest presentations or our latest financial reports.

Commercialization of Oncology Innovations

We have established a dedicated oncology-focused commercial team to support the launch of products emerging from our innovation pipeline, building on the marketing and sales experience and hospital access gained from our prescription drug commercialization operations.

As of 2020, a 420-person oncology team is in place, covering over 2,300 oncology hospitals and over 20,000 oncology physicians in 30 provinces and municipalities in China.

Starting October 1, 2020, this team took on development and execution of all on-the-ground medical detailing, promotion and local and regional marketing activities for fruquintinib (Elunate® in China). In January 2021, we launched our second approved therapy surufatinib (Sulanda®in China).

Outside of China, we intend to commercialize our products, if approved, in the United States, Europe and other major markets on our own and/or through partnerships with leading biopharmaceutical companies.

Established China Prescription Drug Commercial Infrastructure

Our prescription drugs business, conducted through our joint ventures (Shanghai Hutchison Pharmaceuticals and Hutchison Sinopharm) has a commercial network of about 2,400 prescription drug medical sales representatives, covering over 24,400 hospitals in over 330 cities and towns in China.

The large-scale, high-performance drug marketing and distribution platform has grown strongly and provided an important source of funding for our new drug innovations, and the infrastructure and know-how in operating and marketing pharmaceutical products in China.

Our commercial operations adhere to multi-national compliance standards and is adaptable to multiple therapeutic areas. The team have successfully marketed third party products for multi-national corporations in China.

Dedicated oncology commercial team


  • 420 oncology-specialized sales people
  • Covering 30 provinces and municipalities
  • Over 2,300 key hospitals and cancer centers
  • Currently responsible for the commercialization of our first two approved and launched oncology drugs in China.
   

Surufatinib
(SULANDA® in China)

Fruquintinib
(ELUNATE® in China)

Extensive domestic coverage


Our products have extensive representation:

  • Medicines Catalogue for the National Basic Medical Insurance
  • Labour Injury Insurance and Childbirth Insurance Systems
  • National Essential Medicines List, which mandates distribution of drugs in China
  • National Reimbursement Drug List, which mandates availability in all state-run hospital pharmacies in China and reimbursement for patients included in the National Healthcare Security Administration insurance schemes.

Major commercial & production scale


  • ~4.8 billion doses of medicine sold in 2018
  • ~2,400 Prescription & ~900 OTC sales people
  • ~330 cities & towns in China
  • ~24,400 hospitals
  • ~88,400 doctors detailed