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Business model approaches to survive and thrive ncpdp - final

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My presentation for an NCPDP educational event on 11/2/10 regarding the future of pharmacy. I focus on how technology is creating challenges and opportunities for the pharmacy business model.

My presentation for an NCPDP educational event on 11/2/10 regarding the future of pharmacy. I focus on how technology is creating challenges and opportunities for the pharmacy business model.

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Business model approaches to survive and thrive ncpdp - final Presentation Transcript

  • 1. Business Model Approaches to Survive and Thrive in the New Economy George Van Antwerp Silverlink Communications
  • 2. Change Is The New Constant Source: The New York Times 2
  • 3. The Problem Lower reimbursement Commoditization 24x7 stores Limited networks Free antibiotics Transparency Direct to employer Drive-thru pharmacy Medicare Part D $4 generics 90-day fills DTC marketing Cash cards 3
  • 4. Pharmacy Is Evolving Old Current Emerging / Potential Refills Adherence Condition Mgmt Formulary Plan Design Incentives Manual dispensing On-site automation “Central fill” for refills RPh / MD phone / fax eRx / clinic ACO / Care team MD / RPh as SME DIY P2P Collateral Online tools Apps Pull Counseling Push Counseling (MTM) Virtual Counseling Peanut Butter Segmentation Predictive Models Brands Generics Specialty / Genomics 4
  • 5. What’s Going On? Consumers Are Overwhelmed Consumer PBM Engagement Differentiation Has Evolved New Delivery Model Technologies Pressures Keep Emerging 5
  • 6. Consumers Are Overwhelmed: Frugal Is The New Black 6
  • 7. Consumers Are Overwhelmed: Information Is Non-Stop [And Often Conflicting] Image from Flickr - verbeeldingskr8 7
  • 8. Consumer Engagement Has Evolved: Peer to Peer (P2P) Source: http://curetogether.com/blog/2010/04/22/6-surprising-depression-treatments/ 8
  • 9. Consumer Engagement Has Evolved: Niche Marketing Is The Norm 9
  • 10. New Technologies Keep Emerging: Mobile and Location Based Apps 10
  • 11. New Technologies Keep Emerging: “Location” Is Virtual 11
  • 12. New Technologies Keep Emerging: Devices Get Smarter 12
  • 13. Delivery Model Pressures: Counseling Is Going Virtual 13
  • 14. Delivery Model Pressures: Mail Has Stagnated 14
  • 15. PBM Differentiation: Not Just About Claims and Mail Anymore Source: Consumerology blog 15
  • 16. PBM Differentiation: Pushing Into The Counseling Role Source: Medco 2010 Drug Trend Report 16
  • 17. PBM Differentiation: Personalized Medicine And Genomics 17
  • 18. Sick Of Getting Squeezed? Differentiate Be part of the solution Outsource non- Be unique core competencies Justify a premium Measure and improve 18
  • 19. What I Expect To See Commercial MTM Value generated by NRxs and initial titration with refills handled by automation and mail Pharmacies as part of medical home to augment PCP shortage Communications increasingly automated through “apps” Fewer pharmacies (mail, retail, and specialty) and limited networks Greater coordination of retail and PBM 19
  • 20. George Van Antwerp GM, Pharmacy Solutions Silverlink Communications gvanantwerp@silverlink.com www.georgevanantwerp.com Twitter: @gvanantwerp 20