Innovative indkøb i sundheds- og plejesektoren kan bruges som redskab til at skabe værdifulde og bæredygtige velfærdsløsninger. Disse præsentationer giver et bud på, hvordan dette kan gøres i praksis og tager på forskellig vis fat på værdien i dialog. Præsentationerne blev vist d.20.november 2014 i forbindelse med en nordisk konference støttet af Nordic Innovation.

1. HOW TO SUCCEED WITH WELFARE
EXPORT TO CHINA?
Lisa Lin Halskov

2. First question – Why China?
Process reaction of Danish companies going to China
2
Attractive Overwhelming
Struggling …

3. Content
• Welfare Sector opportunities in China
• Will Chinese in fact pay what it cost?
• Challenges
• Reference case – Aalborg Care Consortium

4. Welfare Sector opportunities in China
4

5. China's demographics are significantly changing
Longer life and power of the one-child policy
5
11
Source: Global AgeWatch index 2014

6. 100 million more elderly in 2025
6

7. Young Chinese are under extreme stress
Unbearable for many couples in their 30s
7
0-15
year
30-40
50-65

8. Care plan from the authorities (2025)
8
3% on
nursing
home
8,4 mio. pers.
7% on
Care station/
Day care center
19,7 mio. pers.
90%
Care at home
254 mio. pers.
• There must be 30 nursing home
beds per 1,000 elderly (over 60)
• Planned capacity by 2025 is 8.4
million beds in nursing homes
(2011-level was 2 million beds)
• There are approximately 1 million
carers (2011), where only 10% are
professionally trained, demand is
10 million

9. 9
Subsidies per
bed in
nursing
home
No tax as
operator
Free land
development
Fast project
approval
Free cable
installation
Lower
electricity,
water, gas
prices
Lower land
price
Support schemes from the local Chinese government

10. Will Chinese in fact pay what it cost?
10

11. 11
Consultancy and knowledge is
difficult to sell. Physical product
which can see and touch, with a
bit of technology and a good
design will have a good chance.
For example, assistive equipment
for supporting daily living at home.
Chinese consultancy in nursing industry
Bao mu’s salary has been increased
triple for the last two years. I hope
there is a technology like robot
can replace Bao mu
Home care customer / middle to
high income family
A technology can be used also for
other family members.
Medical supply importer
I have seen many Danish
welfare technologies
which design for
improving live quality of
elders and care giver
condition , the meaning
is very good and
inspirational. We will try
to source similar Chinese
welfare product for our
nursing home, the
Danish products are too
expensive, in case there
is a problem with the
product, we are not sure
where to find the service.
CEO of Chinese nursing home
operator
Danish welfare products
have good quality and
guarantee for 10 – 15 years.
But in China, we don’t need
such a long time guarantee,
3-5 years guarantee is good
enough.For example, a
good lift system or a wheel
chair, you don’t expect to
pass on for next generation.
Medical chain supplier
What do Chinese say about Danish welfare product?

12. Source: McKinsey Global Institute China Consumer Saving Behavior Survey
China's savings population - precautionary savings

13. 13
Challenges

14. Chinese‘s needs
and expectations?
We look at Chinese with Danish eyes A big culture challenge

15. Challenge 1 - Mentality and behavior difference
15
Think it their way & Go behind the words

16. Personal visits to the best nursing homes in China
• Guangzhou Youhao Nursing Home
& Hospital Project
• Chengdu Sunset Nursing Home
• Hebei Yanda Golden Age
• Chengdu No. 2 Social
Welfarecenter
• Chongqing Medical
University,Qinggang
• Relevant authorities
Often real estate project more
than nursing home
Low-grade material, and
designs reminiscent of
hospitals
Sporadic training, personnel
coming without education

17. Designed as hospitals, Chongqing Medical University Nursing Home Project, Qinggang

18. Youhao nursing hospital project, Guangzhou

19. 19
Good facilities can be founds in some good nursing homes, even in Church.

20. Mega- project in Hebei, Yanda Medical City

21. Challenge 2 : Language barrier
Lost in meeting and
conversation
=
Lost opportunities

22. Challenge 3 : Afraid of being copied
22
RMB 678/pc RMB 1257/pc RMB 14/pc
Copy products search from Taobao website

23. Case study
23

24. 24

25. AACC offers a one-stop shop to a Chinese client
who is interested to enter senior living industry
25

26. Jinan Hot Spring and Senior Living Project

27. Our tasks
• Set a benchmark for building Danish inspired
senior living home
• Investigate the needs of local elders
• Overall planning, design of physical building and
affiliated service
• Design business model
• Provide care service and run care operation
27

28. What is missing from AACC solution?
28
AACC
Consultancy
Care
operation
team
Welfare
technology
providers
Senior
living

29. One-stop shop is in demand
“One dragon Service” is what Chinese want in the eldercare
industry. They want solutions, not simply products and service. Each
consortium player has different contributions to the solution.
29
一条龙服务

30. • Solution build on extensive knowledge used to
configure the right solution for customers and are
difficult to copy.
30
• Focused on delivering complete solutions
TO SUCCESS

31. What we have learned from our process
• Keep distance short - Communication efficiency and
accurate
• Always follow up
• Customer service
• Being in the same boat – need to help them to solve their
problem first
• Be flexible and adapt quickly
• Pass on and share information among the consortium
31

32. 32
No short cut
No cheap and simple
CHINA
GERMANY
China is not
for everyone!
You Dare or You Don’t

33. Thank you
Lisa Lin Halskov
Innovation Consultant
Copenhagen Living Lab