Pharmaceutical Manufacturer

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.

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.