Pharmaceutical Manufacturer

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.

Retail Immunization Process

IndustryPharmaceutical Manufacturer
ProblemThe client wanted to understand the process used by retail pharmacies and retail clinics to identify candidates for immunizations. The client wanted to understand the opportunities that retail healthcare professionals have to engage with patients about their immunization needs.
PHSI SolutionPHSI reviewed the client material and developed a discussion guide to identify the process used to identify candidates for immunizations and the delivery process for administering vaccines. PHSI conducted market research with retail pharmacists, nurse practitioners, and physician assistants.
ResultsPHSI provided in-depth analysis of the retail processes and patient interactions identifying patients for immunizations by retail pharmacists and retail clinic personnel.

Generic Market Forecasting

IndustryPharmaceutical Manufacturer
ProblemThe client faced the Loss of Exclusivity (LOE) of a branded product. The client desired a forecast of the expected pharmacy acquisition cost for the generic product based on the number of manufacturers expected to launch a generic. The client also sought a review of brand LOE analogs with similar generic launches as a basis for the forecast.
PHSI SolutionPHSI developed a math model using current pricing data and algorithms to show a side by side comparison with various industry stakeholder financial perspectives of the brand product, a current brand competitor, and generic product as expected at time of launch.
ResultsPHSI provided the client with expected price of the generic product coming to market at LOE under different scenarios, such as one generic with 180 days exclusivity, one generic plus an Authorized Generic, and generic post exclusivity with multiple generic competitors. This forecast provided the manufacturer with insight on how to approach industry stakeholders after LOE with pricing and/or rebate offers allowing them to continue to generate sales in the face of the generic competition.

Copay Reduction Program

IndustryPharmaceutical Manufacturer
ProblemThe client wanted to understand the options for communicating copay reduction program information from prescribers to the pharmacy using e-prescribing. The manufacturer wanted an understanding of the e-prescribing fields that could be used for the copay reduction program information and how prescribers were using those fields to supply this information.
PHSI SolutionPHSI researched the NCPDP e-prescribing Script standard to help the client understand the options available in the e-prescribing process. PHSI reached out to industry leaders in pharmacy and electronic health records software companies to learn the current best practices and discuss potential options for this process.
ResultsPHSI provided the client a report of the research findings illustrating the options for inserting copay reduction program information into e-prescriptions and how prescribers are currently supplying this information in the e-prescribing process. PHSI made a recommendation for the best way to supply copay reduction program information in a prescription.

Voucher and Coupon Utilization

IndustryPharmaceutical Manufacturer
ProblemThe manufacturer was experiencing less than anticipated utilization of their copay offset coupon and free trial voucher for a recently launched branded prescription product. The client sought external expertise on the design of the copay offset programs and retail pharmacy workflow relative to prescription claims adjudication. The intent was to identify potential challenges with the execution of the programs and implement changes that would mitigate, if possible, the issues identified.
PHSI SolutionPHSI analyzed both the patient communications and pharmacy adjudication instructions that accompany the copay offset coupon and the free trial voucher. PHSI identified some areas of concern and developed questions to better understand how dispensing pharmacists would utilize these offerings. A telephone survey was conducted with retail pharmacists on their usage and understanding of the copay offset coupon and free trial voucher programs.
ResultsPHSI was able to help the client understand in what situations retail pharmacists tend to use their copay offset coupon and free trial voucher for the newly launched product. PHSI identified factors impacting the dispensing of this product and challenges associated with processing these coupons. This insight enabled the manufacturer to improve their copay offset coupon and free trial voucher programs to increase the sales of the product.