Pharmaceutical Manufacturer

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.

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.