Pharmaceutical Manufacturer

Understanding EHR Systems and Drug Compendia Databases

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer contacted PHSI to gain a better understanding of electronic health records (EHRs), the compendia that EHR vendors use for drug product information, and typical ePrescribing habits. The manufacturer wanted to make sure that ePrescribing physicians and dispensing pharmacists could clearly identify their drug products to ensure safe and accurate prescriptions for patients.
PHSI SolutionPHSI partnered with Think Patients LLC to develop a unique training program for the client’s internal use. This partnership allowed the client to obtain insightful information regarding the most utilized EHRs and the impact of drug compendia in EHRs, pharmacy dispensing systems, and ePrescribing modules. The program focused on how products are listed in various databases and common physician practices such as computerized physician order entries.
ResultsBy utilizing the training program, which included visual mock-ups of electronic health records, the client was better able to build relationships with prescribers and address potential barriers for prescribing their product. By identifying key drug characteristics to address during product launch such as indication, dosage form, or packaging, the client was able to understand potential areas of differentiation in the different drug compendia and learned how physicians make decisions during the prescribing process. The knowledge gained on the role of naming structure and product identification will allow the client to effectively launch new products and optimize their use among prescribers.

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.

Post-Launch Drug Compendia Review

IndustryPharmaceutical Manufacturer
ProblemA brand pharmaceutical manufacturer with a newly launched product wanted to examine how the product was listed in the four major drug compendia, Medi-Span, First Databank, Gold Standard, and Cerner Multum. An additional objective was to determine if the compendia classifications were in alignment with the information presented in the product’s prescribing information (PI).
PHSI SolutionPHSI provided the manufacturer with drug compendia listings from the four major providers, along with an easy-to-read-summary worksheet. PHSI compared these listings to the drug’s published PI in order to identify any inconsistencies.
ResultsPHSI identified that one drug compendia had the product incorrectly categorized. PHSI worked with the manufacturer and the drug compendia provider to correct the error, which was updated in a timely fashion.

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.

Manufacturer Sought Insight on Package Design for New Product

IndustryPharmaceutical Manufacturer
ProblemThe client was interested in understanding the different package designs currently on the market that could address stability concerns for a new pipeline product. The client wanted to examine and evaluate all appropriate packaging options and use this information to help them determine the optimal packaging for the new project.
PHSI SolutionPHSI utilized product package analogs from different manufacturers to review. PHSI identified package designs, components, and features for the manufacture to consider. In conjunction with our manufacturer client, PHSI developed a discussion guide for pharmacists to understand their insight and perspective of prescriber and patient views on various package designs. PHSI conducted a telephone survey of thirty dispensing retail pharmacists to gain insight on the proposed package design options.
ResultsPHSI was able to provide the client with valuable insights needed to select the best packaging for the future product. Advantages and disadvantages of the different packaging options available were provided as well as insights from pharmacists on how prescribers and patients would view potential package designs.

Manufacturer Sought Validation and Early Insight on Brand Erosion

IndustryBrand Pharmaceutical Manufacturer
ProblemA brand manufacturer had a key product face Loss of Exclusivity (LOE) with limited generic competition. The manufacturer wanted to monitor the launch of the generic product to understand product availability, and assess pharmacy reimbursement for the generic products to determine the impact on brand sales.
PHSI SolutionPHSI surveyed various retail pharmacies via phone calls to confirm if the generic and brand products were being stocked. PHSI also reviewed paid claims information to determine average reimbursement rates for the generic product. PHSI provided the client with weekly updates on all changes as additional generics entered the market.
ResultsPHSI was able to validate the brand erosion and subsequent generic adoption rates for the client to compare to information obtained on a national level. The timeliness of PHSI analysis enabled client to have an earlier insight on marketplace changes compared to national data.