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