Pharmaceutical Manufacturer

Online Listening Leads to Manufacturer Mitigating Inaccurate Information

IndustryPharmaceutical Manufacturer
“Individuals used social media to seek advice about medication use… Manufacturers who are aware of these concerns [identified by social listening] can set themselves apart by addressing them.”1
ProblemA brand pharmaceutical manufacturer wanted to better understand how their newly launched first-in-class product was being described online. Of particular concern to the client was whether the information available on third-party websites aligned with the Prescribing Information (PI).
PHSL SolutionPHSL conducted this Online Listening activity by identifying target search terms and regularly reviewing a variety of websites, both prescriber/HCP-focused, as well as patient-focused sites. PHSL tracked and presented the weekly findings to the client, uncovering not only any discrepancies with the product’s Prescribing Information, but also reporting upon additional findings related to prescriber and patient product satisfaction and concerns. The rigor that PHSL applies to Online and Social Listening goes beyond generic algorithms, web crawlers, or bots; our pharmacist consultants customize the online and social listening project to our client’s needs, utilizing our industry expertise to analyze the findings for meaningful, more nuanced insights at every step.
ResultsWith the information garnered from this social listening project, PHSL identified opportunities to draft communications to correct errors and address omissions where applicable, allowing the manufacturer to mitigate the impact of any inaccurate information. PHSL also created a customized and comprehensive Online Listening Roadmap for the client. This roadmap included:
  • Quarterly assessments to monitor site error corrections and updates
  • Developing a process to provide consistent site updates beyond the usual drug information destinations like pricing & clinical compendia
  • Presenting HCPs with sources reporting accurate information and/or positive impressions from patients and providers

1 Keller MS, Mosadeghi S, Cohen ER, Kwan J, Spiegel BMR. Reproductive Health and Medication Concerns for Patients With Inflammatory Bowel Disease: Thematic and Quantitative Analysis Using Social Listening. J Med Internet Res 2018;20(6):e206 Available:

Clinical Compendia Analysis Leads to Better Payer Formulary Positioning

IndustryPharmaceutical Manufacturer
ProblemA brand pharmaceutical manufacturer’s drug had a competitor that launched a product with the same active ingredient. Although both products had similar indications, our brand manufacturer client’s product had an additional indication beyond that of their competitor. Our client wanted to ensure that healthcare practitioners were clearly able to differentiate the products for prescribing and wanted payers to be aware of these differences for formulary and coverage purposes.
PHSL SolutionPHSL performed a review of how both products were listed across the major clinical drug compendia. PHSL identified that the competitor’s product was incorrectly listed as being indicated for our client’s unique indication in one of the leading compendia. It was also discovered that a payer was referencing this compendium listing as a justification for coverage and formulary decisions.
ResultsPHSL was able to work with our client to have their unique indication removed from the competitor product’s clinical compendia listing. The manufacturer was able to use this new compendium change to contact the payer in question and have their own product once again preferred over their competitor’s drug.

Payer Reject Rate for Drug Drastically Reduced After PHSL Analysis

IndustryPharmaceutical Manufacturer
ProblemA client offers a product that only needs to be dispensed once per year. Pharmacies dispensing the product were experiencing almost a 90% claim rejection rate from payers. The client wanted to understand the underlying reason PBMs were rejecting claims for their product.
PHSL SolutionPHSL was able to develop and complete a claims analysis process that sought the root of the issue. In the analysis, reasons for why certain PBMs rejected the claims were identified.
ResultsThrough the analysis, PHSL was able to pinpoint the underlying reason for the claim rejections, which revolved around the values that pharmacies were entering on claims for the days’ supply for the product. PHSL’s analysis provided the client with valuable learnings, which they used in their discussions with the affected payers. Once those payers understood the issue and implemented changes to their processing, the client began to realize a reduction in the claim rejection rate for their product that went from 90% to almost 40%.

Comparing a Manufacturer’s Copay Card Amongst Competitors’

IndustryPharmaceutical Manufacturer
ProblemA pharmaceutical manufacturer contacted PHSL to evaluate the differences between their copay card and competitors’ cards for competing products. The manufacturer was seeking expertise to validate their copay card marketing message in relation to competitors.
PHSL SolutionPHSL researched competitors’ prescription drug copay cards to analyze the differences. Using pre-defined prescription coverage scenario descriptions, PHSL compared the copay card offerings. These prescription coverage scenarios ranged from a covered third-party prescription claim to a patient without prescription coverage.
ResultsThe manufacturer was provided with clearly defined distinctions between the copay cards across different prescription coverage scenarios. PHSL was able to recommend marketing verbiage that accurately described the manufacturer’s copay card benefits, providing differentiation from multiple competitors and highlighting the varying benefits versus competing products.

Stakeholder Financial Perspectives for Brand Product Reimbursement

IndustryPharmaceutical Manufacturer
ProblemA manufacturer requested assistance reviewing the reimbursement criteria for one of their products and select competitors for each stakeholder in the pharmaceutical supply chain.
PHSL SolutionPHSL reviewed the brand's reimbursement rates through Medicaid, Medicare, and commercial insurance. PHSL generated dynamic financial models for both the pharmacy benefit and medical benefit to depict the impact on the different stakeholders. The unique lines of business were blended to examine the products across the spectrum of scenarios.
ResultsPHSL compared the manufacturer’s product to the competitors’ products with the dynamic financial model results across the stakeholders. The manufacturer now had a transparent view into the financial drivers across different products in the therapeutic category and lines of business, and the dynamic model enabled alternative scenario evaluation and testing of the resulting impacts.

Order Set Preparation for Product Awaiting Approval

IndustryPharmaceutical Manufacturer
ProblemA manufacturer wanted assistance reviewing their draft Prescribing Information (PI) before the drug’s PDUFA date. They were seeking help drafting an order set, or a protocol on how to use the newly launched product, which could be provided to healthcare systems and hospital P&T Committees.
PHSL SolutionPHSL reviewed the supporting literature and labeling provided by the client and provided a draft order set for the manufacturer’s review and approval. Standard order set sections were drafted to include, but not limited to, the following: concomitant medications, take home medications, nursing orders, pre-medications, laboratory monitoring, drug instructions, and more. PHSL conducted a conference call to review the draft order set with the manufacturer to address question related the order set.
ResultsPHSL provided two draft revisions prior to the final submission. Having a standardized order set available enabled the manufacturer to quickly provide a protocol to hospitals and healthcare systems, helping to mitigate delays in P&T committee evaluation and review. This allowed for faster uptake of their product in hospital systems and helped to ensure the drug was used correctly.

Evaluation of Free Samples vs Vouchers for Newly Approved Medication

IndustryPharmaceutical Manufacturer
ProblemA brand pharmaceutical manufacturer wanted to evaluate when its pipeline product is approved whether samples of the product should be dispensed at a doctor’s office or if patients should be given a voucher to present at the pharmacy to receive the initial trial of the medication.
PHSL SolutionPHSL reviewed the pros and cons of each approach which may include cost, ease of use, packaging (bottle vs unit dose), insurance coverage, as well as the benefits the type of packaging affords both prescribers and patients. PHSL also reviewed the qualitative and quantitative benefits of using vouchers, which allow the manufacturer to have more detailed data on the product's use compared to samples.
ResultsPHSL provided straightforward, sufficiently detailed information to the manufacturer to enable them to make an informed decision as to which approach they should take regarding sample medication.

Manufacturer Seeks Redesign of Return Goods Policy

IndustryPharmaceutical Manufacturer
ProblemA manufacturer was looking to review their current Return Goods Policy. They wanted to create an up-to-date policy with additional insights on how it can be improved, while addressing new trends in the industry.
PHSL SolutionPHSL identified ten manufacturers of similar size and business to review their return goods polices for best practices. With this information, PHSL created an Excel grid comparing and contrasting key areas of the Return Good Policy. The findings were presented to the client, with PHSL’s recommendations based off the constructive portions of the newer policies, and PHSL provided redlined suggestions.
ResultsThe manufacturer updated their Return Good Policy using PHSL’s guidance to create a new, effective return goods policy. The client has now implemented an up-to-date policy that aligns with industry standards and addresses new trends.

Seasonal-Use Product Reimbursement Trend Analysis

IndustryPharmaceutical Manufacturer
ProblemA manufacturer that markets a seasonal product felt their sales underperformed for the recently completed season. They wanted to research potential reasons why this occurred and implement strategies to improve sales during the next season.
PHSL SolutionPHSI conducted market trend analyses for the manufacturer reviewing patient, pharmacy, and competitor perspectives. PHSI also looked at the utilization of copay cards and how their use impacted patient behaviors.
ResultsThe manufacturer gained an understanding of the market trends that impacted their product's performance. The manufacturer is revising its marketing approach for the following season to improve its market success.

Assess Physician Prescribing Practices Through Market Research

IndustryPharmaceutical Manufacturer
ProblemA generic pharmaceutical manufacturer was looking to predict future physician prescribing preferences after a drug shortage disrupted the market. The generic manufacturer had many Authorized New Drug Applications (ANDAs) available in the same therapeutic class and in similar classes and wanted to determine which products they should produce to meet the new market needs.
PHSL SolutionPHSI crafted a 10-question closed-ended survey to assess physician preferences and future prescribing practices. The manufacturer-approved survey was distributed to a geographically diverse group of physicians that specialize in the affected disease state. PHSI collected and tabulated the results into a concise PowerPoint summary.
ResultsThe generic manufacturer better understood physician preferences and was able to pinpoint which drug classes and which specific medications were preferred by specialists. The results provided the manufacturer with a key data point to help them shape their future manufacturing decisions.