Pharmaceutical Manufacturer

Manufacturer Sought Insight on Package Size Compendia Listing Issue

IndustryPharmaceutical Manufacturer
ProblemPHSI’s pharmaceutical manufacturer client’s topical preparation product was listed with the incorrect billing quantity by one of the drug compendia. This issue caused billing and payment problems for pharmacies and claims processors who began to contact the manufacturer.
PHSI SolutionThe PHSI team used their understanding of the NCPDP Billing Unit Standard and the drug compendia to research the issue and to provide a concise explanation to the client along with the necessary steps toward a resolution. PHSI monitored the actions of NCPDP Work/Task Group responsible for adjudicating these issues with the compendia to ensure the proper outcome. PHSI helped the client communicate with the compendia providers so that proper and accurate information was provided to PHSI’s pharmaceutical manufacturer client’s suppliers, and that the information was consistent with the NCPDP Billing Unit Standard.
ResultsThe eventual correction of the billing quantity by the compendia resulted in smoother claims submission and proper payments to pharmacies.

Manufacturer Sought Insight on Factors Affecting Generic Drug Purchasing

IndustryPharmaceutical Manufacturer
ProblemA brand name pharmaceutical manufacturer sought an assessment of their brand strategy during the 180 day generic exclusivity window. The manufacturer needed to understand perceptions and barriers impacting sales of an authorized generic compared to the ANDA approved generic. They also wanted to understand the factors influencing patients and pharmacies when making product selection decisions.
PHSI SolutionPHSI surveyed generic drug buyers and pharmacists to determine factors that were most important when making a drug product selection for dispensing. Information regarding the generics available in the pharmacy inventory and the obstacles pharmacists faced when using copay coupon cards was collected. A claims data analysis was also performed to review formulary tier placement and copay payments.
ResultsThe manufacturer obtained insight regarding incentives impacting product selection during 180 day exclusivity. This enabled the manufacturer to update and optimize their brand retention strategy to project earnings during the 180 day generic exclusivity window. The manufacturer made changes to their copay coupon card program design to meet patient and pharmacist needs. Insight into financial incentives when selecting a generic drug product was achieved.

90 Day at Retail Program Manufacturer Assessment

IndustryPharmaceutical Manufacturer
ProblemA brand manufacturer wanted to gain insight into 90 day at retail pharmacy programs and the current market landscape. This manufacturer lacked the resources to evaluate the 90 day at retail business model and potential strategies for developing retail pharmacy partnerships.
PHSI SolutionPHSI researched and evaluated existing 90 day at retail initiatives. PHSI calculated and presented a thorough analysis comparing the costs to pharmacies, PBMs, and patients. The manufacturer was presented with the key strategic decisions that needed to be answered prior to implementing a 90 day at retail program.
ResultsThe manufacturer received valuable insight into the benefits and risks for implementing 90 day at retail pharmacy programs. The client was better able to understand how this type of program impacts different channel stakeholders and make an informed business decision.

Manufacturer Evaluates New Initiatives to Target Retail Clinics

IndustryPharmaceutical Manufacturer
ProblemA manufacturer was seeking information on retail health clinics located inside of supermarkets and retail pharmacies in order to develop pull through and educational programs for their products with these clinics.
PHSI SolutionPHSI researched the retail clinic industry and identified key players, both clinic operators and retailers with clinics in their stores and their capabilities to partner with the manufacturer. PHSI provided an overview of the retail clinic marketplace including the physical footprint, services provided, and service costs. Insight was provided on key stakeholders’ perspectives including retailers, physicians, and consumers. A comprehensive list of clinic operators was created and PHSI described their business models, market share, and growth projections.
ResultsThe manufacturer implemented several initiatives targeting this new market segment.

Therapeutic Interchange vs. Generic Substitution Training

IndustryPharmaceutical Manufacturer
ProblemA brand manufacturer’s account executives and product teams believed their product was being therapeutically interchanged by retail pharmacists with similar products. Trade management realized that an education program from an outside expert was needed to increase understanding of the concepts related to generic substitution and therapeutic interchange.
PHSI SolutionPHSI created a training program including information on drug databases, product attributes in these databases, Orange Book ratings, and financial models for the client’s products and therapeutic alternatives. PHSI conducted a claims analysis showing that the manufacturer’s product was not being disadvantaged in the ways previously thought.
ResultsThe presentation led to an improved sales and marketing strategy. The client gained a better understanding of how pharmacy dispensing systems utilize drug databases to identify generic substitution opportunities and actions taken by retail pharmacists.

Return on Investment (ROI) Analysis Facilitates Launch of Adherence Program

IndustryPharmaceutical Manufacturer
ProblemA manufacturer was evaluating a pilot program with a major pharmacy chain to increase adherence through pharmacist counseling coupled with a copay reduction program. The project goal was to determine if the program’s estimated ROI would be satisfactory and to create a business case analysis to receive approval to launch the program.
PHSI SolutionUsing experience from previous adherence programs along with data provided by the pharmacy chain, a ROI analysis was tailored specifically for the proposed program. PHSI identified intervention metrics and the potential number of patients eligible for the program based on the inclusion criteria agreed upon. PHSI estimated fixed and variable program costs and a calculated ROI for the manufacturer.
ResultsThe business case analysis and ROI analysis allowed the manufacturer to go forward with the program and secure funding from the brand team based upon the expected program costs.

Collaborative Practice Agreement Review for Manufacturer

IndustryPharmaceutical Manufacturer
ProblemA brand manufacturer wanted to understand the opportunities for pharmacy related to collaborative practice agreements and medication therapy management (MTM) programs. Because of different state laws, the manufacturer needed a summary of these differences in order to understand the constraints for pharmacy involvement in emerging MTM services.
PHSI SolutionA concise summary and analysis of different state pharmacy laws pertaining to collaborative practice agreements was provided to the manufacturer.
ResultsThe client was able to prioritize states in which to implement a pilot program for MTM services and collaborative practice agreements to determine the programs effectiveness prior to a widespread rollout.

New Packaging Selected Based on Retail Pharmacy Survey

IndustryPharmaceutical Manufacturer
ProblemA manufacturer received FDA approval for a new indication for a drug which required a new dosing regimen and package size. The manufacturer wanted retail pharmacist feedback on two packaging options that were under consideration prior to making a final decision.
PHSI SolutionPHSI created a survey and contacted geographically diverse pharmacists in chain, independent, mass merchant, and supermarket pharmacies. PHSI compiled and analyzed the survey results and provided recommendations to the manufacturer.
ResultsWith retail pharmacists’ and PHSI insights on the two packaging options presented, the manufacturer selected the best packaging option for their new indication.

Retail Pharmacy Guide Serves as Invaluable Resource after Corporate Restructuring

IndustryPharmaceutical Manufacturer
ProblemAfter a corporate restructuring and re-alignment of trade accounts, a manufacturer needed to provide its national and regional account managers with current market information on retail pharmacy chain and drug wholesalers accounts.
PHSI SolutionPHSI researched the retail pharmacy and drug wholesaler industries identifying market dynamics and drivers. An in-depth guide was created illustrating the current pharmacy and wholesaler landscape by company, its participants’ strengths and weaknesses, and forthcoming industry opportunities and challenges.
ResultsThis guide provided relevant information to account managers about their new accounts and how best to position the manufacturer to support the retail trade segment. For retail pharmacy accounts, the guide discussed how to approach decision makers, proper messaging with product issues, and developing stocking incentives for new products that balance sales and inventory management goals. For wholesaler accounts, the guide detailed how the manufacturer can work with wholesalers to accomplish corporate objectives on new product launches, pull through programs, product returns, recalls, and pharmacy support programs.

Pharmacists’ Response to Drug Interaction Messages Evaluated

IndustryPharmaceutical Manufacturer
ProblemA brand manufacturer introduced a drug with significant marketplace potential. A clinical database provider listed a drug interaction as severe or contraindicated when the theoretical interaction may not have had clinical significance. The client was unsure how the pharmacy community would react to this interaction information when dispensing prescriptions.
PHSI SolutionPHSI surveyed retail pharmacists about actions they would take if they encountered the drug interaction and also researched the processes utilized in pharmacy practice management systems and clinical databases to categorize interactions. PHSI prepared a report summarizing the survey responses along with details about the clinical evaluation processes that drug databases go through when researching drug interactions. PHSI presented the findings to the product team.
ResultsThe product marketing team was able to understand clinical databases and associated pharmacy dispensing system processes to display drug interactions. They were able to estimate the impact that the interaction would have on product sales and presented the findings to senior management.