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Managed Care Pull-Through: Increasing Market Share After Formulary Access

Fri, 05/20/2011 - 9:44am
Bio-Medicine.Org

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.
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