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.