Managed Care Pull-Through Programs Target Physicians, Boost Market Share

CHAPEL HILL, N.C., Nov. 21, 2011 /PRNewswire/ -- In today's payer-driven market, Managed Care formulary access is critical to the success of a new pharmaceutical product. However, sustaining commercial success for the new brand requires effective pull-through programs and processes that will increase market share after the product has been signed.

More than half of practices to manage the challenges of the pull-through process involve outreach to (or education of) physicians and other healthcare providers. Fifty-four percent of the practices that companies identified among their top three are physician-focused.                                                              

In addition, fewer than a third of participants strongly agree that they have excellent procedures for pull-through in the areas of process standardization, tools and templates, and product position optimization, according to "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share," a new primary research study conducted by Best Practices, LLC.

Download a complimentary white paper at http:/www.best-in-class.com/rr1085.htm that includes selected best practices drawn from extensive primary research with 33 pull-through and sales leaders from 24 leading bio-pharma and medical device companies.

The research will help companies identify the best strategies and tactics for increasing Managed Care pull-through for pharmaceutical, biotechnology and medical device products. Sales and brand leaders can use the comparative metrics from this study to evaluate their own programs against those at leading companies.

The key topic areas include:

• Collaboration across channels and functions
• Effective internal and external communication processes and tools 
• Customer segmentation
• Customer communication topics, channels and timing
• Effective activities and programs
• Key Opinion Leader management
• Use of program evaluation metrics
• Best practices for achieving Managed Care pull-through

The full 85-page report contains over 250 benchmark metrics and more than 40 best practices, providing contracting strategies that support pull-through results, trends in pull-through resource levels and key challenges faced in accomplishing Managed Care pull-through.

For more information on this study and other recent primary research studies, contact us at 919.403.0251 or at [email protected].

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