Healthcare Brand Management Market Access Concepts

www.HealthcareMedicalPharmaceuticalDirectory.com

Healthcare

Medical

Pharmaceutical

Directory

.COM

Healthcare Brand Management Market Access Concepts

• The degree to which a healthcare product is:

– Easily prescribed/used by providers

– Reimbursed by health plans

– Effectively promoted/sold in a market segment

– Available through a variety of contractual arrangements

and supply chain sources

What is Access?

• If payers do not reimburse for the product, it is less likely

caregivers and patients can use it

• Marketing and sales initiatives of manufacturers will be

much less effective

• The product will not be able to generate enough revenue

to be commercially viable

• Competitors will gain an advantage through their market

access initiatives

Access And Reimbursement

• The product must be correctly positioned with primary prescribers and provide clear clinical value in patient treatment

• Identify channel(s) your product will be used most, where it realizes greatest revenue potential

– Target the predominant prescribers and payers in the channel

– Develop and implement a contracting strategy for each channel, include customers and leading payers

– Fortify the product’s position with physicians through clinical marketing strategy and accelerate growth with sales tactics, ongoing promotion and pull-through

– KOL support establishes a conduit of influence into clinical decision makers and their peers

Planning Access

• A direct customer contract can be undermined if product is

available at a lower price through a GPO contract

• Distributors, wholesalers and other reseller contracts

need channel alignment to protect agreements and maintain

profit continuity in other market segments

• Discounts, rebates and other financial features need to be

accounted for throughout agreements to assure margin and

true profit is realized before transactions are underway

• Commercial contract pricing needs to be reconciled against

government contracts requiring “best price”

Planning Access

• Sole awards and preferred product positions provide

premium access but require the steepest discounts and

garner the most competitive attention

• Rebates based on volume contracts need clear definition

and dedicated resources to maximize access and accurately

manage rebates through sales tracings, chargeback data

• It is necessary for pharmaceutical companies to balance

direct contracting strategies with healthcare clients versus

GPOs; healthcare entities engage in both arrangements

depending on their procurement preferences

Planning Access

• Customer supply chains featuring distributors, wholesalers

and other sources vary, contracts needs to account for these

• Maintaining/expanding access requires a budget to open

new initiatives and provide marketing/sales resources to

propel them

• Access requires selectivity, fortifying/expanding access

should be based on customer need, reimbursement

potential, available resources and long term ROI

• The product must be correctly positioned with primary

prescribers and provide high clinical utility

Planning Access

• Establishing a leading contractual arrangement and/or preferred status is just the beginning…

– Physicians and patients need to know they have access to the product, be familiar with the product’s attributes and establish the processes to procure it through

– Sales uptake and ongoing momentum is driven by a well-supported sales force and strong marketing initiatives to fortify and expand share/revenue

– New competitors will launch pull-through initiatives to penetrate the market, established competitors will widen share and prevent newcomers from getting traction

– Physicians and payers need to be continually engaged and cognizant of the product and its manufacturer’s value

Pull-Through Reinforces Access

• Access is driven by connectivity and throughput of information:

– Social Media propels clinical and promotional messaging to

healthcare professionals, patients and consumers

– Healthcare plans make data-driven decisions based on care/cost outcomes, claims processing reporting and member utilization

– Pharmaceutical companies rely on blended data to effectively contract, maintain compliance, determine share, assess marketing/sales ROI

– CMS/Federal and state sponsored plans are data dependent to fund programs such as Medicare, Medicaid, 340B, reimburse providers and pharmaceutical companies, as well as maintain patient eligibility files

– ACOs are hugely dependent on electronic information flow to manage their protocols and assess performance

Connectivity Coordinates Access

• Dialysis

• Long Term Care

• Mail Order Pharmacy

• Home Infusion

• Hospitals

• Infusion Clinics

• Military Treatment Facilities/MTFs

• Oncology Clinics

• Physician Practices

• Retail Pharmacies

• Specialty Pharmacies

• Surgical Centers/Outpatient Surgery,

• Veterans Administration/VA Hospitals & Clinics

Examples of Market Channels

Each channel

requires an

access

strategy…

Retail Pharmacy

– CVSCaremark

– Rite Aid

– Target

– Walgreens

– Wal-Mart

PBMs*

– ARGUS

– BioScrip

– Catalyst RX

– CVSCaremark

– Medco

– Restat

– SXC Health

Leading Pharmacy Entities

*PBMs: Pharmacy Benefit Managers

In addition to contracting with pharmaceutical manufacturers, PBMs contract with

retail pharmacies to fill prescriptions for pharmacy plan customers

• PBMs contract with brand and generic manufacturers for better

pharmaceutical pricing and actively manage utilization of prescription

medication by customer plan members

• PBMs feature their own formularies and assertively negotiate for rebates

based on volume/preferred status with pharmaceutical companies

• Some PBMs like Express Scripts, Medco, and SXC operate their own

mail order pharmacies, others like ARGUS, CatalystRx and Restat do not

• PBMs manage prescription plans for employer, government (Medicaid,

Medicare, TRICARE, etc.) and other sponsors

• PBMs offer clinical programs to manage some therapies closely, these

provide access opportunities for manufacturers

A Note About PBMs

• Mail order pharmacies dispense maintenance therapies (cholesterol, diabetes,

contraceptives, hypertension, etc.) in 90-day supplies, it is key for manufacturers

of maintenance therapies to have contracts with mail order pharmacies

• They charge plans/patients less, the concept is patients are getting their

medications “in bulk” 90-day supplies versus 30-day retail increments

• Mail order pharmacies typically operate specialty pharmacy units as well to

dispense injectable products to support advanced patient care

• CVSCaremark, Walgreens, Rite Aid and Wal-Mart operate mail order pharmacies

in addition to their retail pharmacy operations

• Health plans with their own mail-order operations include Cigna (Tel Drug),

Humana (FutureScripts), BCBS (Prime Therapeutics) and United HealthCare

(Prescription Solutions)

A Note About Mail Order Pharmacies

Commercial Plans

– Aetna

– BlueCross BlueShield plans*

– Cigna

– Humana

– Kaiser

– United Healthcare

– WellPoint (14 BCBS plans)*

Leading Payer Plans

Government Payers

– Medicaid (state-based,

federally subsidized)

– Medicare

– TRICARE (active/retired

military)

– 340B Plans

*There are 38 BlueCross BlueShield plans affiliated with the

BlueCross BlueShield Association

• 340B is a Federal drug discount program established in 1992, it requires drug manufacturers to provide outpatient drugs to eligible health centers, clinics and hospitals at a discounted/negotiated rate (average 50% below retail)

• The 340B market segment has been growing due to issues with the economy and larger numbers of uninsured persons but margin is lower as 340B is price driven

• 340B is also known as "PHS pricing" or "602 pricing“, patients discounts are created by contractual arrangements between the care provider and a pharmacy

• Entities eligible to participate in 340B include:

– Black Lung Clinics

– Disproportionate Share Hospitals (DSHs)

– Family Planning Clinics

– Federally Qualified Health Centers (FQHCs)

– Federally Qualified Health Center look-alikes (FQHCLAs)

– Hemophilia treatment centers

– HIV / Ryan White Clinics

– Sexually transmitted disease and tuberculosis clinics

– State-operated AIDS Drug Assistance Programs

– Urban Indian organizations

A Note About 340Bs

GPOs

– Amerinet

– Gerimed

– Epic

– HealthTrust Purchasing Group (HPG)

– Innovatix

– ION (M

– MedAssets

– MHA

– Novation

– PDM

– Premier

Healthcare Systems

– Dept. of Veteran Affairs/VA

– HCA Inc.

– Community Health Systems

– Trinity Health

– Partners Healthcare

– NYC Health & Hospitals Corp.

– Kaiser Permanente

– Universal Health Services Inc.

– Catholic Healthcare West

– Adventist Health System

– Tenet Healthcare Corp.

GPO and Healthcare System Leaders

GPOs are frequently a part of the Healthcare System access formula

• Group Purchasing Organizations (GPOs) contract with manufacturers of brand or generic pharmaceutical products, medical devices, equipment and other items used in healthcare settings

• Healthcare entities pay a membership fee to “join” a GPO to get access to discounted pricing GPOs negotiate with manufacturers, GPOs also collect 1-3% margin from drug products and provide other services to gain

• Some GPOs are business units of distributors/wholesalers but do not take possession of products, they are price-driven, contracting entities

• HPG, MedAssets, Novation and Premier are larger independent GPOs

• Wholesaler operated GPOs include INN, ION (AmerisourceBergen), VitalSource (Cardinal Health), Onmark, U.S. Oncology (McKesson)

• An array of customer groups use GPOs including healthcare systems, hospitals, oncology clinics, home infusion, surgical centers, dialysis clinics, physician groups and long term care companies

A Note About GPOs

Nursing Facilities

– HCR ManorCare

– Golden Living

– Life Care Centers

– Kindred Healthcare

– Genesis Healthcare Corp.

– Sun Healthcare Corp.

– SavaSeniorCare

– Extendicare Health Services

– ELGS

– Skilled Healthcare Corp.

Assisted Living

– Emeritus Corp.

– Brookdale Senior Living

– Sunrise Senior Living

– Altria Senior Living

– Five Star Quality Care

– Assisted Living Concepts

– Merrill Gardens

– HCR ManorCare

– One Eighty-Leisure Care

– Life Care Services

Nursing and Assisted Living Facilities

Once highly fragmented, consolidation among nursing and assisted living facility

operators continues which will greatly concentrate revenue sources in the future

LTC Pharmacies

– Guardian Pharmacy

– Millenium Pharmacy

– Omnicare

– Partners Pharmacy

– PharMerica

– Senior Care Pharmacy

Home Infusion Providers

– Apria

– AxelaCare Home Solutions

– CarePoint Partners

– Healix

– Home Solutions

– Infuscience

– Lincare

– OptionCare/Walgreens

– Vital Care

Long Term Care Pharmacy and Home Infusion

The home infusion provider market continues to evolve through consolidation of

existing providers and hospitals expanding their services into home infusion offerings

Surgical Centers

– Amsurg

– HVP

– Meridian Surgical Partners

– SCA

– Surgical Care Affiliates

– Symbion

– United Surgical Partners

Dialysis Providers

– American Renal Associates

– Centers for Dialysis Care

– DaVita

– Dialysis Clinic Inc.

– Fresenius

– Innovative Dialysis Systems

– Renal Advantage

– Renal Care Partners

– Satellite Healthcare

– U.S. Renal Care

Surgical Centers and Dialysis Clinics

DaVita and Fresenius control two-thirds of the U.S. dialysis market, consolidation in

the channel is frequent and driven by cost controls to generate revenue under

Medicare patient care performance standards and reimbursement limits

GPOs are frequently a part of the Surgical

Center access formula

• Each market channel requires its own access strategy

• Fully account for primary physicians and payers in each channel to position, price and promote product successfully

• Contracting may involve direct-to-customer, distributor, GPO, wholesaler, payer and other arrangements to succeed in the channel

• Competitors are selectively stronger/weaker in different channels, exploit channels they are weakest in to grow product sales

• Contracts are only part of market access, contract management, pull-through and connectivity are necessary to maintain/expand sales/share performance

• Be selective, fortification and expansion of access requires clinical performance to demonstrate true value and gain acceptable reimbursement levels --plus suitable resources to sustain initiatives for acceptable financial returns

Access Summary

www.HealthcareMedicalPharmaceuticalDirectory.com

Healthcare

Medical

Pharmaceutical

Directory

.COM

For ongoing business and clinical healthcare industry resources, please go to: