Pharmaceutical Manufacturer

Manufacturer Seeks Redesign of Return Goods Policy

IndustryPharmaceutical Manufacturer
ProblemA manufacturer was looking to review their current Return Goods Policy. They wanted to create an up-to-date policy with additional insights on how it can be improved, while addressing new trends in the industry.
PHSI SolutionPHSL identified ten manufacturers of similar size and business to review their return goods polices for best practices. With this information, PHSL created an Excel grid comparing and contrasting key areas of the Return Good Policy. The findings were presented to the client, with PHSL’s recommendations based off the constructive portions of the newer policies, and PHSL provided redlined suggestions.
ResultsThe manufacturer updated their Return Good Policy using PHSL’s guidance to create a new, effective return goods policy. The client has now implemented an up-to-date policy that aligns with industry standards and addresses new trends.

Seasonal-Use Product Reimbursement Trend Analysis

IndustryPharmaceutical Manufacturer
ProblemA manufacturer that markets a seasonal product felt their sales underperformed for the recently completed season. They wanted to research potential reasons why this occurred and implement strategies to improve sales during the next season.
PHSI SolutionPHSI conducted market trend analyses for the manufacturer reviewing patient, pharmacy, and competitor perspectives. PHSI also looked at the utilization of copay cards and how their use impacted patient behaviors.
ResultsThe manufacturer gained an understanding of the market trends that impacted their product's performance. The manufacturer is revising its marketing approach for the following season to improve its market success.

Assess Physician Prescribing Practices Through Market Research

IndustryPharmaceutical Manufacturer
ProblemA generic pharmaceutical manufacturer was looking to predict future physician prescribing preferences after a drug shortage disrupted the market. The generic manufacturer had many Authorized New Drug Applications (ANDAs) available in the same therapeutic class and in similar classes and wanted to determine which products they should produce to meet the new market needs.
PHSI SolutionPHSI crafted a 10-question closed-ended survey to assess physician preferences and future prescribing practices. The manufacturer-approved survey was distributed to a geographically diverse group of physicians that specialize in the affected disease state. PHSI collected and tabulated the results into a concise PowerPoint summary.
ResultsThe generic manufacturer better understood physician preferences and was able to pinpoint which drug classes and which specific medications were preferred by specialists. The results provided the manufacturer with a key data point to help them shape their future manufacturing decisions.

Understanding Impact of Trade Agreements Act (TAA) Compliant Pharmaceutical Products

IndustryPharmaceutical Manufacturer
ProblemA generic pharmaceutical manufacturer contacted PHSI to evaluate their competitors’ compliance with the Trade Agreements Act (TAA). TAA compliance fosters fair and open international trade and requires that the United States government prioritize TAA compliant products. The client desired a review of their competitors’ products to determine the TAA compliance to make strategic decisions about their own products.
PHSI SolutionPHSI researched the client requested products to identify the country of manufacturing. The TAA compliance of that country was classified for each product. PHSI provided the client with comprehensive report detailing each drug, the number of TAA compliant and non-compliant competitors, and listed the manufacturers and countries in each group.
ResultsThe generic manufacturer gained the timely TAA compliance status for their competitors’ products. The client’s knowledge of competitor TAA compliance was a key resource to make strategic decisions on specific products regarding their own manufacturing location and compliance with TAA.

Monitoring Drug Compendia Listings of Competition

IndustryPharmaceutical Manufacturer
ProblemA generic pharmaceutical manufacturer required additional insights on products in their pipeline. The focus was their competitor listings in the drug compendia to understand market changes, so they could continually update financial projections and determine profitable product launches.
PHSI SolutionPHSI created alerts in the drug compendia for the select products to provide monitoring of new launches, labeler changes, and NDC inactivations. Alerts are reviewed daily and an assessment of the impact of the changes is sent to the manufacturer.
ResultsThe pharmaceutical manufacturer used these to refine their product launch decisions and determine viable drug products to commercialize.

Understanding Impacts of an Authorized Generic Product

IndustryPharmaceutical Manufacturer
ProblemA brand pharmaceutical manufacturer faced a competitor that launched an Authorized Generic (AG) prior to patent expiry. This competitor hoped its AG strategy would spur sales of a “generic” alternative with both favorable formulary coverage and reduced costs for patients. The client needed to understand how prescribers, pharmacies, payers and patients may perceive and react to an AG launch without additional generic competitors from a tactical perspective.
PHSI SolutionPHSI analyzed the impact of this authorized generic product upon different entities such as prescribers, pharmacies, and PBMs. A key component of this analysis was the listing of the authorized generic in the drug compendia. The analysis examined pharmacy claims to determine how different PBMs/MCOs were covering the target brand and its AG. PHSI provided the client with a landscape overview of the authorized generic’s impact on formularies, prescribers, pharmacies, reimbursement, PBM and third party payors.
ResultsPHSI provided senior management of the pharmaceutical manufacturer with a better understanding of how the competitor’s AG may impact their own product.

Specialty Generics Competing With Orphan Brands

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer client was preparing for approval and first to market launch of a specialty generic drug for a small, sensitive patient population. The brand manufacturer for this drug had a limited distribution network of specialty pharmacies. It was unknown whether the brand manufacturer would continue to compete in this space post Loss of Exclusivity (LOE) by offering discounts and rebates to the contracted specialty pharmacies and/or launch their own authorized generic. The client needed to understand how the brand manufacturer marketing tactics could impact their own pricing, support, and contracting strategies.
PHSI SolutionPHSI developed several different strategies and “what if” scenarios for the client to consider. These strategies were based on the number of generic competitors and how the brand manufacturer would attempt to compete post LOE with discounts and rebates to the specialty pharmacies. PHSI performed additional analysis and developed correlating strategies depending on the client’s decision of how they would contract with specialty pharmacies. Some options included contracting with specialty pharmacies owned by PBMs, independent specialty pharmacies, or MCOs whose specialty pharmacies never had access to the brand product.
ResultsPHSI provided the forecasted scenarios and strategies to the client, which gave them insight to make informed decisions when finalizing their marketing and pricing strategies.

Loss of Exclusivity (LOE) Brand Strategy Playbook

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer desired a compilation of product retention strategies to consider for their brand products approaching LOE. The client’s brand teams sought to extend product sales by delaying brand erosion, keeping revenue opportunities open, and retaining a portion of brand sales after LOE.
PHSI SolutionPHSI researched recent brand patent expirations and conducted interviews with national and regional pharmacy chains. PHSI compiled a detailed playbook of brand loss of exclusivity strategies for client and brand team consideration to slow brand erosion and retain brand product sales.
ResultsPHSI provided the client a resource for their brand teams to review and consider for branded products as they prepared for future brand LOE events. Two brand teams used multiple tactics from the playbook provided by PHSI to delay generic conversion, slowing the sales decline immediately post loss of exclusivity.

Manufacturer Seeks Pre-Launch Rebate Level Forecasting

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer client needed to forecast the potential rebates that would be required to compete with generics to a competing product in the same therapeutic category. The manufacturer needed a model that estimated future costs to assist with scenario planning.
PHSI SolutionPHSI identified four potential scenarios that could impact the not-yet-launched brand product. For each scenario, PHSI identified the assumptions, variables, and calculations to determine the investment in rebates for the brand to be competitive in each scenario.
ResultsPHSI’s model revealed a range of potential rebates and included a dynamic model that permits the manufacturer to adjust the variables to test additional scenarios. The manufacturer used the model to assist with their strategic pricing decisions during pre-launch planning.

Clinical Services Review for Manufacturer

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer was receiving field team inquiries about Medication Therapy Management (MTM) and patient counseling. The client had a particular interest in understanding the roles of the pharmacist and the ways a pharmaceutical manufacturer might be able to provide educational support materials.
PHSI SolutionThe client requested that PHSI explain the differences between patient counseling and MTM in an easily understandable format. PHSI’s staff relied on their pharmacist expertise to design a PowerPoint presentation to highlight the unique aspects of both services. PHSI included details about major MTM companies, pertinent laws such as the Omnibus Budget Reconciliation Act of 1990 (OBRA ’90) and the Medicare Modernization Act (MMA) and how these influenced the practice of pharmacy. Furthermore, PHSI provided details on how MTM can improve healthcare outcomes for patients on the manufacturer products.
ResultsPHSI’s presentation allowed the manufacturer’s staff to learn and ask questions. The PowerPoint was provided to the client as training materials for new employees. The information from PHSI helped the client get a better understanding of the clinical services being provided in pharmacy practice.