Formulary List Placement: Winning Practices for Managed Care Organizations

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 formulary 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 the favored products and increase sales.

This Best Practices, LLC 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.

Industries Profiled:
Pharmaceutical; Medical Device; Biotech; Consumer Products; Diagnostic; Health Care; Research


Companies Profiled:
Abbott Laboratories; Alcon; Allergan; AstraZeneca; Bayer Healthcare; Boehringer Ingelheim; Daiichi Sankyo; Galderma; GlaxoSmithKline; Johnson & Johnson; Merck; Novo Nordisk; PerkinElmer; Pfizer; Sanofi-Aventis; Solvay Pharmaceuticals; Smith & Nephew; Takeda Pharmaceuticals; Tibotec-Virco; Upsher-Smith; Xanodyne Pharmaceuticals; Taro; Caldera

Study Snapshot

The research involved an online survey of 33 Managed Care and Sales leaders at 24 leading pharmaceutical, biotechnology and medical device companies. In addition, Best Practices, LLC, analysts conducted in-depth interviews with respondents from five participating companies to collect executive insights and harvest best practices on achieving pull-through.

Key topics include:

• Pull-through program types
• Targeted customer groups
• Program leadership
• Process excellence in pull-through
• Training
• Tools & templates used
• Education topics for healthcare providers
• Education topics for patients
• Education channels & media
• KOL management in pull-through
• Pull-through effectiveness metrics and measurement
• Resource levels for pull-through
• Top challenges
• Best practices

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.