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Formulary List Placement: Winning Practices for Managed Care Organizations

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ID: 5052

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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.

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

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Formulary List Placement: Winning Practices for Managed Care Organizations

Benchmark Class

Study Snapshot

Special Offer