Managed Care Contracting Strategy Refined

IndustryPharmaceutical Manufacturer
ProblemA major pharmaceutical manufacturer was preparing to launch a new combination product and needed to understand how health plans and PBMs would react to the new product. Specifically, they were interested in whether the product would receive the same formulary status as the original product, whether rebates for the combination product should be equal to the single product version, and how the rebates would influence formulary positioning.
PHSI SolutionPHSI surveyed health plan and PBM Pharmacy Directors to discuss the upcoming product launch and received information about how this combination product would be treated in the managed care market.
ResultsPHSI findings were incorporated into the sales plan with the manufacturer’s managed care team. PHSI created a training program that outlined possible contracting scenarios to help the sales team negotiate any formulary access issues encountered.