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Pull-Through Programs Critical for Maintaining Demand for Pharmaceutical Products on Managed Care Formularies

CHAPEL HILL, N.C., March 29, 2013 /PRNewswire/ -- In today's pharmaceutical marketplace, companies not only have to fight to win product placement on Managed Care formularies but also to "pull through" the business and increase market share after a win. To benefit from formulary wins, savvy companies ensure that their sales forces and account management teams have the necessary skills and tools to pull-through demand for favored products.

To help organizations create and maintain effective pull-through programs and processes, research and consulting leader Best Practices, LLC published "Developing Managed Care Pull-Through Excellence." 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.

This research investigates pull-through challenges and the best practices that companies have developed to overcome them. The research will enable pharmaceutical, bio-pharma and medical device company leadership to identify program gaps, uncover insights and discover successful best practices to share with their employees.

According to the study, while physicians are the most common group that pull-through programs are directed toward, patients also are appropriate targets. Survey respondents rate co-pays (66%) and adherence (59%) as the education topics for patient programs that have the most impact on increasing pull-through.

Topics covered in this report include:

  • 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.
  • Programs and activities that companies use to increase pull-through effectiveness. Topics covered include contracting strategies, effective messaging, customer segmentation, effectiveness metrics, KOL management, and communication topics, channels and timing.
  • Current challenges they face in their efforts to increase pull-through.
  • Best practices for pull-through that were shared by participants in survey responses.

This study, which features 60 pages, 200+ 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 organizations.

To download a complimentary study excerpt, go to:

Best Practices, LLC is a leading benchmarking, consulting and advisory services firm serving biopharmaceutical and medical device companies worldwide. Best Practices, LLC's clients include all the top 10 and 48 of the top 50 global healthcare companies. The firm conducts primary research and consulting using its comprehensive proprietary benchmarking tools and analysis. The operational insights, findings and analysis form the basis for our Benchmarking Reports, databases and advisory services to support executives in commercial and R&D operations. Best Practices, LLC believes in the 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.

SOURCE Best Practices, LLC
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