In the current IVD field, achieving domestic substitution of imported raw materials has become a goal that many enterprises are striving for. However, this alternative path is full of difficulties and obstacles, long and winding. To achieve domestic substitution of imported IVD raw materials, it is necessary to overcome various challenges such as technological gaps, changing market psychology, improving enterprise service levels, and strengthening market promotion. Only through the joint efforts of enterprises and R&D personnel, a rational view of domestic raw materials, and giving them room for growth and improvement, can we gradually shorten the process of domestic substitution for imports and promote the localization development of the IVD industry.

1、 The historical gap in technological development

The West took the lead in entering industrial modernization and explored IVD technology earlier, accumulating rich experience and advanced technology. Many testing indicators initially originated from foreign countries, and this historical factor has led R&D personnel to subconsciously refer to foreign materials when developing new product raw material screening, and even use foreign names directly when searching for materials. This habit makes it easier for imported products to obtain trial opportunities. Once the trial results are satisfactory, they may be selected, making it difficult to replace them in the future. Domestic enterprises started relatively late in technology research and development. In the process of catching up, they not only need to overcome technical difficulties, but also change the mindset formed by R&D personnel for a long time, which undoubtedly increases the difficulty of domestic substitution.

2、 The influence of market psychological factors

（1） Inherent understanding of imported products

Some R&D personnel have a mentality that imported raw materials are more reliable in quality. Once problems arise when using domestic raw materials, it is easy to blame the raw materials themselves and switch to imported products. When there are problems with imported raw materials, they tend to believe that it is due to insufficient production conditions. This biased perception makes it difficult for domestic raw materials to have a fair competitive opportunity even if their performance is similar to imported products. During the research and development process, some R&D personnel view domestic raw materials with colored glasses, lacking in-depth exploration and trust, which hinders the promotion and application of domestic raw materials.

（2） Lack of patience and persistence

When encountering problems with using domestic raw materials and domestic enterprise salespeople being unable to solve them in a timely manner due to limited technical capabilities, R&D personnel often quickly give up and choose imported products instead. In contrast, when faced with the issue of imported raw materials, R&D personnel are more willing to redesign experiments rather than looking for other alternatives. This lack of patience and persistence makes it difficult for domestic raw materials to have the opportunity to prove their value through improvement and optimization when facing challenges, further prolonging the process of domestic substitution for imports.

3、 Differences in Enterprise Service Levels

（1） Shortcomings in domestic enterprise services

Although domestic raw material enterprises have provided rapid feedback, most of them, except for a few manufacturers, have insufficient technical services. Business managers often balance sales and technical coordination at the same time, but their technical skills are limited, making it difficult for them to deal with technical problems that are slightly deeper than those of R&D personnel. This leads to the inability to provide quick solutions for R&D personnel once problems arise during the trial stage of domestic raw materials, which affects the impression of domestic raw materials in the minds of R&D personnel. In some complex IVD raw material application scenarios, R&D personnel need professional technical guidance to optimize experimental conditions, and the inadequate service provided by domestic enterprises puts domestic raw materials at a disadvantage in competition.

（2） Characteristics of imported enterprise services

Imported products usually do not provide additional support such as process services, and communication efficiency is low. However, when foreign companies answer technical questions, although the content is limited, they often rely on solid experiments to provide evidence. This makes some R&D personnel believe that import companies are more professional, and even if there are many inconveniences in their services, they still have high expectations for their products. The "high cold" service attitude of import enterprises has to some extent strengthened the trust of R&D personnel in the quality of their products and increased the difficulty of domestic substitution.

Hubei Xindesheng Material Technology Co., Ltd., as a research and development manufacturer of color reagents, luminescent reagents, biological buffering agents, and enzyme preparations, is committed to developing overseas markets, continuously increasing research and development investment, optimizing production processes, and achieving product quality that meets overseas requirements. By actively participating in industry exhibitions, establish close connections with overseas customers. If you are interested, please feel free to contact us anytime!