Pharmaceutical Manufacturer

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.

Manufacturer Evaluates Consolidating NDC Labeler Codes After an Acquisition

IndustryPharmaceutical Manufacturer
ProblemWhen a brand manufacturer acquired another pharmaceutical company, they retained the previous manufacturer’s identity and NDC numbers. During a new corporate branding initiative, the manufacturer wanted to consolidate NDC labeler codes but was unsure of the industry ramifications.
PHSI SolutionPHSI developed a survey and contacted various segments of the pharmacy industry to determine the impact of labeler code changes. A report summarizing survey results was prepared and recommendations were made on the NDC consolidation process.
ResultsPHSI uncovered over twenty issues that warranted manufacturer attention associated with an NDC labeler conversion and recommended a phased implementation. The manufacturer's better understanding of NDC number changes allowed them to prevent unnecessary operational issues with their customers.

New Product Launch Strategy Developed for Product with Limited Supply

IndustryPharmaceutical Manufacturer
ProblemA major generic manufacturer planned to introduce two generic products under limited supply conditions and needed to understand how PBMs reimburse pharmacies for products where the manufacturer could not initially meet market demand.
PHSI SolutionPHSI contacted various PBMs to identify their strategies to manage generic products launched under limited supply conditions.
ResultsThe manufacturer was able to select a preferred launch strategy and establish fair market pricing while minimizing pharmacy dissatisfaction during the limited supply period.

Identifying Generic Market Drivers for CII Products

IndustryPharmaceutical Manufacturer
ProblemThe manufacturer of a Schedule II Controlled Substance (CII) wanted to understand pharmacy product selection for CII products.
PHSI SolutionPHSI identified several issues that could slow brand to generic conversions. PHSI surveyed fifty pharmacists in outpatient pharmacy practice settings including chain, regional chain, supermarket, independent, and mass merchant pharmacies in order to assess generic product availability, reasons for not substituting a generic for a brand product, and pharmacist preference for brand versus generic.
ResultsThe survey found that patients and physicians, not pharmacists, drove product substitution for CII products. PHSI created a matrix to display survey results. The manufacturing client commented on PHSI’s superior ability to reach out to top pharmacy chains and to facilitate their strategic decision making.

Developing Product Packaging That Meets the Needs of Retail Pharmacy Customers

IndustryPharmaceutical Manufacturer
ProblemThe client wanted to educate their trade and marketing groups about the packaging components that impact retail pharmacy. Product packaging needs to fulfill retail pharmacy’s expectations while balancing the requirements of federally mandated regulations and the manufacturer’s internal marketing department’s plans.
PHSI SolutionPHSI surveyed retail pharmacists to identify the most important attributes regarding pharmaceutical packaging. A report was prepared summarizing the survey results illustrated by specific examples of positive and negative packaging designs.
ResultsThe information enabled the client to proactively address packaging issues during product development, ensuring the packaging meets the needs of retail pharmacy customers.

How are Physician’s Prescriptions Changed before Dispensing?

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer requested that PHSI educate senior and middle management on the factors that influence how a product selected by a physician could be changed from the initial written prescription prior to dispensing. There was a disconnect between sales force testimonials of physicians writing for their product only to realize that pharmacy sales were not showing the same level of success.
PHSI SolutionPHSI developed a training program designed to explain the dynamics influencing prescription dispensing. The program was delivered at ten sites around the country and corporate headquarters. The presentation focused on pharmacy practice management software, telecommunications switching companies, pharmacy benefit management systems, and drug database providers and their respective roles in determining product selection. Practical solutions were presented to resolve situations involving the communication of erroneous or confusing information from these entities to the field management.
ResultsManagement was able to triage reports from the field to determine if the issue was an isolated incident or indication of a widespread situation that required follow-up by corporate management. PHSI developed a form to assist field sales gather information to research these types of situations, which led to a more effective utilization of resources.

Product Launch Strategy Devised for Manufacturer’s Limited Use Product

IndustryPharmaceutical Manufacturer
ProblemThe manufacturer faced several challenges launching a “limited use” product including obtaining formulary placement, rebate, and stocking strategies.
PHSI SolutionPHSI surveyed health plan directors to research the formulary tier the product would be placed on and the rationale. PHSI inquired about the formulary status of products in the same therapeutic category and analogous situations. PHSI confirmed this information with claims data.
ResultsEvaluating claims data identified copay and coverage issues while helping the client assess product positioning, rebate, and stocking strategies. This study was used to support a successful product launch.