Business Model Approaches to
Survive and Thrive
in the New Economy
George Van Antwerp
Silverlink Communications
Change Is The New Constant
Source: The New York Times
2
The Problem
Commoditization
Limited networks
Lower reimbursement
$4 generics
Free antibiotics
24x7 stores
Drive-thru pharm...
Pharmacy Is Evolving
Old Current Emerging / Potential
Refills Adherence Condition Mgmt
Formulary Plan Design Incentives
Ma...
What’s Going On?
Consumers
Are
Overwhelmed
Consumer
Engagement
Has Evolved
New
Technologies
Keep
Emerging
Delivery Model
P...
Consumers Are Overwhelmed:
Frugal Is The New Black
6
Consumers Are Overwhelmed:
Information Is Non-Stop [And Often Conflicting]
7Image from Flickr - verbeeldingskr8
Consumer Engagement Has Evolved:
Peer to Peer (P2P)
Source: http://curetogether.com/blog/2010/04/22/6-surprising-depressio...
Consumer Engagement Has Evolved:
Niche Marketing Is The Norm
9
New Technologies Keep Emerging:
Mobile and Location Based Apps
10
New Technologies Keep Emerging:
“Location” Is Virtual
11
New Technologies Keep Emerging:
Devices Get Smarter
12
Delivery Model Pressures:
Counseling Is Going Virtual
13
Delivery Model Pressures:
Mail Has Stagnated
14
PBM Differentiation:
Not Just About Claims and Mail Anymore
Source: Consumerology blog
15
PBM Differentiation:
Pushing Into The Counseling Role
Source: Medco 2010 Drug Trend Report 16
PBM Differentiation:
Personalized Medicine And Genomics
17
Sick Of Getting Squeezed?
Differentiate
Outsource non-
core competencies
Justify a premium
Be part of the solution
Be uniq...
What I Expect To See
Commercial MTM
Value generated by NRxs and initial
titration with refills handled by
automation and m...
George Van Antwerp
GM, Pharmacy Solutions
Silverlink Communications
gvanantwerp@silverlink.com
www.georgevanantwerp.com
Tw...
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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.

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Business model approaches to survive and thrive ncpdp - final

  1. 1. Business Model Approaches to Survive and Thrive in the New Economy George Van Antwerp Silverlink Communications
  2. 2. Change Is The New Constant Source: The New York Times 2
  3. 3. The Problem Commoditization Limited networks Lower reimbursement $4 generics Free antibiotics 24x7 stores Drive-thru pharmacy Direct to employerTransparency Medicare Part D Cash cardsDTC marketing90-day fills 3
  4. 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. 5. What’s Going On? Consumers Are Overwhelmed Consumer Engagement Has Evolved New Technologies Keep Emerging Delivery Model Pressures PBM Differentiation 5
  6. 6. Consumers Are Overwhelmed: Frugal Is The New Black 6
  7. 7. Consumers Are Overwhelmed: Information Is Non-Stop [And Often Conflicting] 7Image from Flickr - verbeeldingskr8
  8. 8. Consumer Engagement Has Evolved: Peer to Peer (P2P) Source: http://curetogether.com/blog/2010/04/22/6-surprising-depression-treatments/ 8
  9. 9. Consumer Engagement Has Evolved: Niche Marketing Is The Norm 9
  10. 10. New Technologies Keep Emerging: Mobile and Location Based Apps 10
  11. 11. New Technologies Keep Emerging: “Location” Is Virtual 11
  12. 12. New Technologies Keep Emerging: Devices Get Smarter 12
  13. 13. Delivery Model Pressures: Counseling Is Going Virtual 13
  14. 14. Delivery Model Pressures: Mail Has Stagnated 14
  15. 15. PBM Differentiation: Not Just About Claims and Mail Anymore Source: Consumerology blog 15
  16. 16. PBM Differentiation: Pushing Into The Counseling Role Source: Medco 2010 Drug Trend Report 16
  17. 17. PBM Differentiation: Personalized Medicine And Genomics 17
  18. 18. Sick Of Getting Squeezed? Differentiate Outsource non- core competencies Justify a premium Be part of the solution Be unique Measure and improve 18
  19. 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. 20. George Van Antwerp GM, Pharmacy Solutions Silverlink Communications gvanantwerp@silverlink.com www.georgevanantwerp.com Twitter: @gvanantwerp 20

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