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:3/22/2017)... 22, 2017 A new independent study ... the proven ultraviolet-C (UV-C) disinfection solution of choice ... Published in the March issue ... , the peer-reviewed study of UV-C disinfection systems ... General Hospital and Rochester General Hospital. According to ...
(Date:3/22/2017)... , March 22, 2017 ... market is growing rapidly due to the significant development ... published by Allied Market Research, the global electrophysiology market ... to reach $8.271 billion by 2022, with a GAGR ... is used to diagnose abnormal heartbeats or arrhythmia. The ...
(Date:3/22/2017)... 22, 2017 Kalorama Information has noted five ... those following the industry.  This month the FDA granted a ... the POC testing market has reached $18.4 billion in ... facing a legal battle and the acquisition by Abbott ... launched a new chemistry analyzer and researchers evaluated fetal ...
Breaking Medicine Technology:
(Date:3/22/2017)... Valhalla, New York (PRWEB) , ... March 22, ... ... Blythedale Children’s Hospital have entered into a research collaboration to translate advances in ... with neurological impairments at Blythedale and beyond. The collaboration seeks to improve movement, vision, ...
(Date:3/22/2017)... ... March 22, 2017 , ... The Carballo Agency, a ... the New York metropolitan region, is embarking on a cooperative charity drive with ... At present, more than two and a half million children in the United ...
(Date:3/22/2017)... TX (PRWEB) , ... March 22, 2017 , ... ... insurance consultation, financial planning, and related services to communities across eastern Texas, is ... the goal of providing meals to hungry children and adults. , Consistently ...
(Date:3/22/2017)... ... March 22, 2017 , ... The Zabbia Insurance Agency, ... families and business owners in the greater Nassau County area, is embarking on ... , Every 3 minutes, someone in America is diagnosed with blood cancer. Every ...
(Date:3/22/2017)... ... March 22, 2017 , ... College basketball surges to its peak during the ... – that is, recruiting people to be foster parents. Through a televised spot, Coach ... in foster care due to abuse, neglect and other family challenges. People who respond ...
Breaking Medicine News(10 mins):