Navigation Links
Managed Care Pull-Through: Increasing Market Share After Formulary Access
Date:5/20/2011

CHAPEL HILL, N.C., May 20, 2011 /PRNewswire/ -- Managed care formulary access is critical to a new pharmaceutical product, but a formulary win isn't enough anymore. Beyond formulary placement, a new brand's long-tem commercial success is tied to effective pull-through programs and processes to increase market share after the contract is signed.

To help organizations create and maintain effective pull-through programs and processes, Best Practices, LLC has published a study, "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share." This timely research identifies quantitative benchmarks and qualitative insights that will help sales and brand leaders understand how to build an effective pull-through program and leverage Managed Care contracts to generate pharmaceutical product sales.

The term "pull-through" is defined in this study as an integrated process aimed at increasing market share and generating sales for a specific product within a given time frame. Pull-through programs are formal agreements between pharmaceutical companies and managed care accounts that specify product utilization targets, messaging themes and support programs.

The report is organized into five sections:

  • Executive Summary: The executive summary explains the survey objective and methodology, identifies participating companies, provides definitions, and reports key findings and insights.
  • Building an Effective Pull-Through Operation: This section discusses how companies establish structures and processes that optimize pull-through. Areas covered include pull-through leadership, planning, training, staff roles, cross-channel and cross-functional collaboration, internal communications processes and tools, use of templates, effectiveness metrics, and trends in budget and staffing levels.
  • Pull-Through in Action: The section examines programs and activities that companies use to increase pull-through effectiveness. Contracting strategies, effective messaging, customer segmentation, effectiveness metrics, KOL management, and communication topics, channels and timing are among the topics covered.
  • Key Challenges Faced in Accomplishing Pull-Through: Participants share the current challenges they face in their efforts to increase pull-through.
  • Best Practices for Pull-Through Excellence: This section highlights the best practices for pull-through that were shared by participants in survey responses.

This 60-page study, which features 250+ metrics and 40 Best Practices, is based on an analysis of survey results and interview content collected from 33 executives at 24 organizations, including 10 of the Top 20 pharma companies. 

Account Managers, sales leaders and brand executives will be able to use the information in this report to identify and close performance gaps in their pull-through organizations' processes, programs and activities. To download a complimentary study excerpt, go to: http://www3.best-in-class.com/rr1076.htm.

ABOUT BEST PRACTICES, LLC

Best Practices, LLC, conducts work based on the simple yet profound principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. Best Practices, LLC has been a leader in pharmaceutical research and consulting for 17 years; our clients include 48 out of the top 50 pharmaceutical companies. For more information visit: http://www3.best-in-class.com.


'/>"/>
SOURCE Best Practices, LLC
Copyright©2010 PR Newswire.
All rights reserved

Related medicine technology :

1. Increasing Market Share After Product Wins Place on Managed Care Formulary
2. New Updates to AHA/ACC/SCAI Clinical Guidelines Recommend Treatment with Effient(R) for Patients with Acute Coronary Syndromes Managed with PCI
3. Despite Managed Care Obstacles, Interest and Anticipated Use of Centocor Ortho-Biotechs New Psoriasis Agent Stelara (ustekinumab) is High
4. New Research from Best Practices, LLC can Improve Formulary Access and Product Placement for Biopharma Companies: Managed Markets Market Research
5. Effective Market Research Critical to Success in Managed Markets
6. Using the Market Research Function to Create Success in the Critical Managed Markets Sector
7. Managed Care Pull-Through Initiatives Suffer from Poor Measurement of ROI
8. Allied Telesis, Hosted PACS Solutions Join Forces to Deliver Managed Cloud-Based Picture Archiving and Communications Systems (PACS) Services
9. Due to Rising Costs of Asthma and Chronic Obstructive Pulmonary Disease Drugs, Managed Care Organization Pharmacy Directors Will be Forced to Tighten Their Formularies
10. Express Scripts Unveils New Opportunities to Drive Down Healthcare Costs; Presents Five Studies at Academy of Managed Care Pharmacy Conference
11. Creating a Platform for Managed Care Pull-Through Success in 2011
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:10/2/2017)... , Oct. 2, 2017  AllianceRx Walgreens Prime, the ... by Walgreens and pharmacy benefit manager Prime Therapeutics LLC ... brand, which included the unveiling of new signage at ... as well as at a few other company-owned facilities ... brand to patients, some of whom will begin to ...
(Date:9/28/2017)... 2017 Hill-Rom Holdings, Inc. (NYSE: HRC), will ... and webcast on Friday, November 3, 2017, beginning at ... at approximately 8:30 a.m. (CDT) / 9:30 a.m. (EDT). ... financial performance and guidance for 2018, Hill-Rom executives will ... operational performance, and long-range financial outlook through 2020. ...
(Date:9/27/2017)... and NEW YORK , Sept. 27, 2017 /PRNewswire/ ... health and big data solutions, today announced that its MyDario product is ... your local TV listings for when The Dr. Oz Show airs in ... The nine-time ... month. ...
Breaking Medicine Technology:
(Date:10/12/2017)... ... October 12, 2017 , ... First Healthcare Compliance ... management, will showcase a range of technology and learning solutions at the 68th ... and Expo to be held October 14–18, 2017 at the Mandalay Bay Resort ...
(Date:10/12/2017)... CITY, Fla. (PRWEB) , ... October 12, 2017 , ... ... cold therapy products, announced today the introduction of an innovative new design of the ... multipurpose pad so you get maximum comfort while controlling your pain while using cold ...
(Date:10/12/2017)... ... October 12, 2017 , ... Dr. Parsa Mohebi, the ... medical article to the newly revamped Cosmetic Town journal section, featuring ... transplant procedure known as Follicular Unit Extraction (FUE). , Dr. Mohebi ...
(Date:10/12/2017)... ... October 12, 2017 , ... ... of Michigan’s 2017 Best and Brightest in Wellness® by Best and Brightest. OnSite ... program on Friday, Oct. 20 from 7:30 a.m. to 2 p.m. at the ...
(Date:10/12/2017)... ... October 12, 2017 , ... ... of California Berkeley, and other leading institutions in announcing the launch of the ... to change the way animals are raised for food. , Founding members of ...
Breaking Medicine News(10 mins):