Chris Born 克里斯 邦德•Healthcare Specialist

June/July 2015Chris.born@uktispecialist.com

www.gov.uk/healthcareuk

The UK’s Elderly Care Offer to China对中国养老产业的建议

Where can the UK help?

Senior Living

• Retirement Village• Tourist Centre• Intergenerational living

Home Care

• Extra Care• Nursing and Specialist• Basic care

Care Home

• Residential home• Nursing Home• Hospice (end of life)

Hospital/Clinic

• Secondary/Tertiary• Community clinic• Rehabilitation/assisted

living

Elderly Care in China• Massive older population growth

• 2% of seniors use institution-based care but 11% are willing to; ~23% need some care

• Rapidly expanding sector for retirement living and care services

• Significant investments in property and services from investors and operators

• Hunger for expertise in setting up and running high end services, training staff, managing care with technology

• Supportive government policy to encourage both home and foreign companies

The UK Offer

Person and

Family

Design, build,

operate buildings

and environmen

t Design and commission

services, train staff

Commission and Provide

Care and Treatment

Telehealth and care

and information

systems

Medical technologie

s and supplies

Quality assurance

and regulation

• 30+ major opportunities in >10 provinces identified by Healthcare UK/UKTI (out of 50 total); smaller ones emerging monthly

• Potential value of majors to UK: £10m – £500m each

• Mainly large investors: e.g. CREC, CITIC, CSU, Fosun, Ping An, Stoneforest, TBF, Vanke, Yao Xi, YMCI; often in partnership with provincial or city government

• Also Beijing and Henan Health Bureaux, Beijing Enterprise Group, Nanjing and Tai’an Civil Affairs Bureaux

• UK presence e.g. IT Demonstrators, China Health Forum, Education and Training & Elderly Care Missions, GREAT Festival, expanding health teams (UKTI & CBBC)

Current position

Key features of the opportunities

• Often part of a major property development with healthcare and elderly care included

• Some are more focussed on specific elderly care facilities e.g. care homes, assisted living, rehab, day/home care services

• Some are hospitals or include associated private hospital developments

• Some are focussed on active elderly, some more dependant and a few on more disabled people

What do the customers want?

• Fundamentally, investors want experienced operators

• Some want also to run an associated training facility

• Opportunities also for associated planning, programme, design, training, information, facilities management, quality assurance services

• Investment partners usually welcome, not always necessary

8

9

What do UK suppliers need to do to respond to these?

• Does your proposition fit with the asks?

• What is your China strategy and marketing plan?

• Are you a lead business/organisation? If not, who could you work/share the costs and risks with?

• Who can you partner with to make a wider proposition?

• Who is/are your China based partner(s)? And/or can you visit frequently?

• What help do you want to commission from UKTI/Healthcare UK or CBBC

Some challenges• Early stage of thinking in China about what

works for Chinese elders

• Low level of staff skills

• High end services only affordable for a few (est. 10m rising to ~20m in 2020 )

• What is the affordable, high volume model?

• Finding suitable Chinese partners and lead UK organisations

• Relearning care in a Chinese context: independence is highly valued

Existing and emerging UK lead companies and consortia – looking for partners

• International Hospitals Group

• Heythorp Healthcare

• Arup

• Shaw Healthcare

• Gleeds

• Nine Health

• The Link Centre

• Community Services Collaborative

Gleeds 中国

Results so far• Successful elderly care trade mission in

October

• Full year 2014/15: £9.3bn (of £11.6bn total) of business leads in China, £584m (of £749m total) wins for UK businesses

• Nearly half of these wins are for elderly care

• Initially, infrastructure and education and training with service development and operation now coming through

About Shaw• Employee owned - 4,500 employees - £100m turnover p/a – 75+ sites• Develop, manage and operate small community hospitals, Care Homes,

Domiciliary Care Services and Free care advice delivered via telephone and though online services

Shaw’s offering in China• Training for Care staff, Care Managers, Nurses & Doctors• Design and development advice for Care Homes, Care Villages• Care advice delivered via Apps, telephone and online

Progress so far…• WOFE about to be registered in Shanghai• First Mandarin speaking staff employed for Shanghai site• Contracts being negotiated in Shanghai (Care Staff Training, Care Home

Management, Doctor and Nurse Training), Beijing (Care Staff Training & Care Home Management) and Hong Kong (Care Home Development & Care Home Management)

Help received from UKTI• Key introductions to Chinese companies• Comprehensive background research • Advice on localisation

www.anniebarr.com

Projects and Background

Project 1Joint Venture with an Investment company are to open a high-end ~20+ bed, low dependency care home in Shanghai.

© Annie Barr Associates, Ltd. All rights reserved

www.anniebarr.com

Projects

Project 2• 4 training centres across 4 major cities in

ChinaProject 3 • training staff and providing preventative

health services for high end wealthy clients in Beijing

© Annie Barr Associates, Ltd. All rights reserved

www.anniebarr.com

Key elements to our success

• Right clients, right time, right place• Right introductions• Great support from UKTI and CBBC• Consistent approach to clients and

perseverance and commitment from all parties to make it happen

© 2015 Annie Barr Associates, Ltd. All rights reserved

Next steps for Healthcare UK/UKTI and CBBC• Support UK companies, organisations, consortia already engaged• UKTI China managing the major opportunities• China Britain Business Council support for individual companies• Identify and support further suppliers, consortia to bring propositions to China• Further incoming visits • Next trade mission: Elderly care and digital health demonstrator – Hangzhou

and Shanghai November 2015

Healthcare UK 专家Healthcare UK specialists

英国贸易投资总署中国团队UKTI China team

www.gov.uk/healthcareuk

与 Healthcare UK 共事Bringing the NHS and health and care industry to work with China!