不接医保、不搞营销、复购超八成，这家健康消费新势力靠什么“破局”和“出圈”？

Core Viewpoint - The healthcare service industry, traditionally considered "counter-cyclical," is facing pressure due to fluctuating consumer confidence and stringent cost-control policies, leading to profit compression for many medical institutions. However, Zhuozheng Medical, a leading private healthcare brand, shows a contrasting growth trajectory with significant revenue and profit increases projected from 2022 to 2024 [1]. Group 1: Financial Performance - Zhuozheng Medical's revenue is projected to grow from 470 million yuan in 2022 to 960 million yuan in 2024, representing a compound annual growth rate (CAGR) of 42.2% [1]. - The company's gross profit is expected to rise from 43.98 million yuan in 2022 to 230 million yuan in 2024, with a CAGR of 126.7% [1]. - The net profit is forecasted to turn positive in 2024, with figures of -220 million yuan, -350 million yuan, and 80.23 million yuan for the years 2022, 2023, and 2024 respectively, leading to a net profit margin of 8.4% in 2024 [1]. Group 2: Business Model - Zhuozheng Medical does not rely on medical insurance, with only 0.2% of its revenue coming from national medical insurance in 2022 and 2023, and 1.2% in 2024, primarily from a newly acquired hospital [2]. - The company generates over 85% of its revenue from cash payments, allowing for self-pricing and avoiding over-treatment revenue models [3]. - The focus on cash-paying customers has enabled Zhuozheng Medical to maintain positive operating cash flow, exceeding 1 billion yuan in the first eight months of 2025 [3]. Group 3: Customer Acquisition Strategy - Zhuozheng Medical adopts a "slow and steady" approach, relying on word-of-mouth and customer referrals rather than aggressive marketing, with marketing expenses constituting only 2.7%, 1.2%, and 1.7% of revenue from 2022 to 2024 [5]. - The company has a high customer retention rate, with membership renewal rates increasing from 42% in 2022 to 67% in 2025, and patient return rates rising from 75.7% to 82.7% over the same period [6][8]. Group 4: Service Model - Zhuozheng Medical employs a "family multi-specialty" model, addressing common health issues and extending care across various specialties, which increases customer retention and frequency of visits [12]. - In 2024, the average customer visited Zhuozheng Medical nearly four times, significantly higher than typical single-specialty institutions [13]. Group 5: Technology Integration - The company has integrated AI into its operations since 2020, focusing on practical applications rather than following industry trends, which has led to a reduction in labor costs from 80% to 54% of revenue by 2025 [14]. - AI applications have improved operational efficiency, such as automating patient appointment assessments and enhancing diagnostic processes [14]. Group 6: Market Outlook - The private mid-to-high-end healthcare service market in China is projected to grow from 426.4 billion yuan in 2024 to 831.4 billion yuan by 2029, with a CAGR of 14.3%, indicating strong potential for companies like Zhuozheng Medical [16].