3rd Managed Markets Insight & Marketing Summit, March 2011, Philadelphia

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Develop Strategies to Demonstrate Your Drugs' Long Term Clinical and Economic Value to Payers in a Consumer-Centric Environment

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3rd Managed Markets Insight & Marketing Summit, March 2011, Philadelphia

  1. 1. RegISteR by FebRuaRy 4, 2011 FoR eaRly bIRd PRIcIng 3rd Pharmaceutical Managed MarketsPROUDLY PRESENTS Insight and Marketing Summit Develop Strategies to Demonstrate Your Drugs’ Long Term Clinical and Economic Value to Payers in a Consumer-Centric Environment March 23-24, 2011 – Le Meridien – PhiLadeLPhiaFeaturing Presentations from Leading Our EstEEmEd spEakErPharmaceutical Companies: Faculty IncludEs TimoThy Birner, PharmD, mBA, Direc-PLan FOr The FUTUre tor, Global evidence & Value Development an overview of the challenges and opportunities Presented by the (eVD) medical Affairs, Global r&D, economic, Political, and Social trends Shaping Managed Markets SanoFI-aVentIS Kevin McDermott, Vice President, Managed Markets, DAIICHI SANKYO GinA ForD, rPh, mBA, Senior Director, reimbursement Services, IPSen uSheaLThcare reFOrM ole hAuch, Director of health economics and outcomes research, What to expect From the new Managed Markets landscape Facing the aStRaZeneca Industry due to the Patient Protection affordable care act (PPaca) KeVin mcDermoTT, Vice President, Andrew Zebrak, Director, Government Affairs & Public Policy, BOEHRINGER INGELHEIM PHARMACEUTICALS managed markets, daIIcHI SanKyo ShAun meehAn, mBA, regionalMarKeTinG acrOSS heaLThcare SeTTinGS Account executive, managed markets, demonstrating Value to Payers to ensure that your drug is accessible ucb through transitions in care GABrielle PASTore, managed Diane Sullivan, Vice President, US Specialty Customers, PFIZER markets Brand Director, aStRaZenecaOncOLOGY caSe STUdY: cOMParaTiVe eFFecTiVeneSS reSearch (cer) KenT roGerS, mBA, Vice President, Providing evidence for guiding coverage decisions by Payers managed markets, acoRda tHeRaPeutIcS Timothy Birner, PharmD, MBA, Director, Global Evidence & Value Development (EVD) Medical Affairs, Global R&D, SANOFI-AVENTIS DonAlD SAwyer, Vice President, managed markets, aStRaZenecaEXECUTIVE PANEL DISCUSSION Bill Soucie, head of managedHow Will Big Pharma Adjust to Changes in Managed Markets? markets, PHaRMadeRMKevin McDermott, Vice President, Managed Markets, DAIICHI SANKYO DiAne SulliVAn, Vice President,Donald Sawyer, Vice President, Managed Markets, ASTRAZENECA uS Specialty customers, PFIZeRKent Rogers, MBA, Vice President, Managed Markets, ACORDA THERAPEUTICS AnDrew ZeBrAK, Director, Government Affairs & Public Policy,Don’t Miss: boeHRIngeR IngelHeIM PHaRMaceutIcalSPOST cOnFerence WOrKShOP: MOVinG BeYOnd Price in cOnTracT neGOTiaTiOnS EvEnt SponSor:using a Solutions based approach to gain an advantage incontract negotiations with Payers Gerald Clor, Former Manager, Career Training & Development, Organized Customer & Managed Markets Training, ROCHE LABORATORIES; Independent Managed Care, Managed Markets & Account Manager Training & Development Consultant TO reGiSTer caLL 866-207-6528 Or ViSiT US aT WWW.exLPharMa.cOM/3rdManaGedMarKeTS
  2. 2. Sponsorship and Exhibiting WHO SHOuLDOpportunities:Do you want to spread the word about your organization’s solutions and services to attEnD?potential clients who will be attending this event? take advantage of the opportunity Pharmaceutical, biotech, and medicalto sponsor, underwrite an educational session, host a networking event, or distributepromotional items to attendees. exL Pharma will work closely with you to customize device professionals who focus on:a package that suits all your needs. to learn more about these opportunities, please • Managed Markets Marketingcontact steve Decker at (212) 400-6234, or sdecker@exlpharma.com. • Managed Care Operations • Managed Healthcare • Pharmacy Marketing • Payer and Institutional Marketing • Clinical Pharmacy • Pull Through MarketingDear Colleague, • Pull Through Services • PharmacoeconimicsThe world of managed care and health insurance is in a state of flux due to the passage • Pricingof healthcare reform and continued economic uncertainty. As the dust settles, managedmarkets managers have to learn to market their products with a leaner staff with new part- • eMarketingners in a marketplace governed by new rules. • Customer Marketing • Patient ManagersNow in its third year, ExL Phama’s Pharmaceutical Managed Markets Insight and Mar-keting Summit features presentations and case studies from forward thinking pharma- • Product Managersceutical managed markets managers facilitating a discussion about how to best build • Government Affairsnew strategies to make sure their drugs continue to be covered in light of the changes. • ReimbursementThe conference agenda has been designed to illustrate innovative ways in which phar-maceutical companies can most effectively demonstrate that their drugs will keep • Benefitsoverall treatment costs low for the payers by meeting the health needs of the patient. • Medical Policy • Government AffairsThis event is the original conference on pharmaceutical managed markets and we lookforward to sharing top level insights into how leading companies are strategizing for thefuture. I hope you will join us in March to be a part of this important discussion. You will also meet representativesSincerely, from: • Marketing/PR/advertising companies • Managed Care Consultantsdave Hoffman kristen Hunter • Healthcare PayersConference Director Team Leader, Production • Pharmacy Benefit Managers (PBMs)dhoffman@exlpharma.com ExL PharmaHotel Information Room ReseRvations WHy yOu must attEnd: if you require overnight accommodations, please contact the le meridien philadelphia • Achieve clarity to set your market at 215-422-8200 to book your room. exL has strategies by attending the first reserved a block of rooms at a discounted rate conference on managed markets to take for conference participants. Please mention exL place after the pivotal 2010 elections Pharma and the conference name to take ad- • Expand your market knowledge vantage of the discount. You must book your room by March 1, 2011 to be eligible for the dis- by moving beyond managed care counted rate. Please book your room early, as organizations to build relationships the rooms available at this rate are limited. applicable to any managed markets payers le meridien is located in the heart of the city’s • Learn strategic insights supported by business district and less than one block from specific, groundbreaking case studies to the Pennsylvania Convention Center. keep competitive as the managed markets landscape changes
  3. 3. COnFErEnCE Day OnE: Wednesday, March 23, 2011 8:00 Registration and Continental Breakfast for Conference • How account managers can ensure day to day successes of MCO pull-through Participants strategies on a regional and national level Shaun Meehan, MBA, Regional Account Executive, Managed Markets, UCB 9:00 Welcome and Chairperson’s Opening Remarks Shaun Meehan, MBA, Regional Account Executive, Managed Markets, UCB 2:30 MARKETING ACROSS HEALTHCARE SETTINGS Demonstrating Value to Payers to Ensure that your Drug is 9:15 PLAN FOR THE FUTURE Accessible through Transitions in Care Discussing the Challenges and Opportunities Presented • Creating and communicating a value proposition that demonstrates that your drug by the Economic, Political, and Social Trends Shaping will reduce long term treatment costs across settings Managed Markets • Ensuring formulary preference by demonstrating that your drug offers benefits that • The increasing importance of demonstrating a unique value proposition for your competitors cannot in terms of reducing hospital stays medication as a function of overall continuum of care for payers to keep down costs • Working a pull through strategy to ensure that patients and physicians continue to across the patient’s lifelong treatment needs correctly use your drug after a transition in care setting • How managed markets departments are adapting to downsizing and the breaking • Demonstrating the importance of making sure that your drug remains available and down of traditional silos to translate formulary preference into sales affordable throughout changes in care settings • Rebates, medical loss ratios, chronic conditions, and health insurance exchanges – Diane E. Sullivan, Vice President, US Specialty Customers, PFIZER what does healthcare reform mean to you? Kevin McDermott, Vice President, Managed Markets, DAIICHI SANKYO 3:15 networking and refreshment Break 10:00 MANAGED MARKETS STAKEHOLDERS 3:45 PRICING CASE STUDY Creating a Strategy to Make Your Drug Available for Pa- Determining the Price of a New Product to Ensure tients Using the Entire Managed Markets Marketplace Competitive Formulary Placement • Understanding economic, social, and regulatory changes that affect the critical • Applying pricing theory for first-in-class products interaction between healthcare providers, pharmacy benefit managers, channel • Showing value using pharmacoeconomic modeling strategies, consumer marketing, competitors research pipelines, and generics. • What effect will the PPACA have on pricing? • Reorganizing and breaking down internal silos as a strategy to translate formulary Kent Rogers, MBA, Vice President, Managed Markets, ACORDA THERAPEUTICS status into sales • Recognizing differences in marketing to HMOs, Medicaid, Medicare D, Hospitals, 4:30 EXECUTIVE PANEL DISCUSSION and Long Term Care Facilities How Will Big Pharma Adjust to Changes in Managed Bill Soucie, Head of Managed Markets, PHARMADERM Markets? • What implications does growing government coverage have on pricing? 10:45 networking and refreshment break • Is the big pharma model in decline? • Small biotech vs. big pharma – right sizing managed markets departments 11:15 HEALTHCARE REFORM • How specialty products are changing the landscape What to Expect From the New Managed Markets • What impact will heath insurance exchanges have on pharmaceutical managed Landscape Facing the Pharmaceutical Industry Markets markets? Due to the Patient Protection Affordable Care Act (PPACA) PANELISTS: • Analyzing how the increased costs (rebates and discounts) and opportunities Kevin McDermott, Vice President, Managed Markets, DAIICHI SANKYO (expanded coverage and utilization) under Medicaid and Medicare may impact Donald Sawyer, Vice President, Managed Markets, ASTRAZENECA manufacturers? Kent Rogers, MBA, Vice President, Managed Markets, ACORDA THERAPEUTICS • Understanding how the uninsured will be covered under health care reform? • What is happening with Medicare Advantage plan payment rates? 5:15 ROUNDTABLE DISCUSSIONS • The impact of the new medical loss ratio (MLR) rules on managed markets Audience Members will Split into Smaller Groups for • Will private coverage erode for workers and retirees? Where will these lives go? Interactive Discussions of Key Issues Andrew Zebrak, Director, Government Affairs & Public Policy, 1- ADDRESSING PRIOR APPROVAL: How Can You Overcome a Potentially Restrictive BOEHRINGER INGELHEIM PHARMACEUTICALS Prior Approval Status by Increasing Patient Access to Your Drug? 2- THE FUTURE OF MANAGED MARKETS: Is the Big Pharma Model in Decline? 12:00 INTERNAL COLLABORATION 3- MEDICARE D: What Are the Implications of Growing Government Coverage? Developing an Internal Strategic Marketing Campaign to 4- TARGETED MARKETING: How Can You Market to Payers’ Needs by Targeting High Translate Marketing Efforts into Sales Risk Populations Identifying Payers who Cover Populations that Can Benefit Most • Identifying the most appropriate marketing channels for an effective allocation of from Your Drug? resources 5- SEGMENT MARKETING: What is the Best Way to Effectively Market Medical Benefit Drugs? • Coordinating efforts to increase customer demand by using a successful pull- 6- MARKETING ACROSS HEALTHCARE SETTINGS: What Best Demonstrates Value to through strategy Payers to Ensure that your Drug is Accessible through Transitions in Care • Increasing your ability to fill payer’s cost containment needs by involving them ROUNDTABLE MODERATORS: early in your development process Gabrielle Pastore, Managed Markets Brand Director, ASTRAZENECA Donald Sawyer, Vice President, Managed Markets, ASTRAZENECA Shaun Meehan, MBA, Regional Account Executive, Managed Markets,UCB Bill Soucie, Head of Managed Markets, PHARMADERM 12:45 lunch Break for conference attendees IF YOU WOULD LIKE TO MODERATE A ROUNDTABLE, 1:45 CREATING SYNERGY WITH THE SALES FORCE CONTACT daVe hOFFMan AT (917) 258-5144 OR Initiating an Effective Pull-Through Strategy to Spur Sales DHOFFMAN@EXLPHARMA.COM by Maximizing Collaboration with the Sales Force • Understanding the new role of the sales manager in order to successfully compete in the managed market environment 6:00 End of day One • Getting buy-in from the field reps to ensure message consistency and accuracy • What does today’s “pre-call planning” look like for representatives and district managers, and what role does it play in executing pull-through plans?to register Call 866-207-6528 or Visit us at www.exlpharma.com/3rdmanagedmarkets
  4. 4. COnFErEnCE Day tWO: thursday, March 24, 2011 8:00 Continental Breakfast for Conference Participants 1:45 POST CONFERENCE WORKSHOP: MOVING BEYOND PRICE IN CONTRACT NEGOTIATIONS 9:00 Conference Chair’s Recap of Day One Using a Solutions Based Approach to Gain an Advantage Shaun Meehan, MBA, Regional Account Executive, Managed Markets, UCB in Contract Negotiations with Payers Marketplace and government changes are forcing manufacturers and providers to take 9:15 COMPARATIVE EFFECTIVENESS RESEARCH AND a more careful view of the strategic impact of contracting, moving the methodology DRUG DEVELOPMENT away from a simple transaction to a value based partnership. Using Health Outcomes as a Key Component of Drug Using case studies, this workshop will examine both the new drivers governing the Development to Provide Context for Product Positioning marketplace and the business causes that have changed the negotiation process. • Defining effectiveness for payers in light of real world conditions such as concomitant disease, patient adherence patterns, and real world prescribing Learn how to: patterns • Understand the relationship between market needs and process improvements • Supporting your value proposition by demonstrating that a product’s mechanism • Manage the negotiation process to impact and improve the outcome of action, route, frequency, onset, duration, efficacy, tolerability, and safety are • Develop new metrics as pharmaceutical companies and health plans move away unique from AWP as a benchmark • How many comparative effectiveness research studies are available for you to • Move beyond price as a lever by adopting a “Business to Business” approach to provide data to payers? contract negotiations • Strategically planning clinical trials to demonstrate value for payers • Build partnerships with MCOs by negotiating contracts that account for their needs Ole Hauch, Director of Health Economics and Outcomes Research, ASTRAZENECA such as adverse selected populations, beds per thousand, and their book of business 10:00 ONCOLOGY CASE STUDY: COMPARATIVE Gerald Clor, Former Manager, Career Training & Development, Organized Customer & Managed EFFECTIVENESS RESEARCH (CER) Markets Training, ROCHE LABORATORIES; Independent Managed Care, Managed Markets & Account Providing Evidence for Guiding Coverage Decisions by Manager Training & Development Consultant Payers • Engaging patients/members in CER 3:15 networking and refreshment Break • Critical challenges of genomics and personalized medicine • Improving clinical evidence, producing value, and reducing costs in oncology 4:45 Workshop concludes • Translating evidence to practice Timothy Birner, PharmD, MBA, Director, Global Evidence & Value Development (EVD) Medical Affairs, Global R&D, SANOFI-AVENTIS 10:45 networking and refreshment Break 11:15 PAYER POLICY SURVEILLANCE Creating Targeted Managed Markets Communications that Expand Access • Turning the data that is included in most managed markets strategies into actionable insights that better support access to therapy • Combining payer policy research with utilization informatics to develop a data- driven commercialization strategy • Integrating payer surveillance and web-based applications to improve field force efficiency • Understanding the influence of current legislative mandates on payer policy and formulary decision making Jessica Black, Director, XCENDA 12:00 MITIGATING COST SHARING Facilitating a Pull-Through Strategy by Mitigating Excessive Co-Pays as a Barrier to Patients Using Your Product • Effectively allocating resources by measuring which patients may or may not be willing to pay • Funding patient assistance programs to help patients pay their share of coverage on a basis of their financial need • Issuing co-pay cards for doctors to distribute to patients to encourage them to use your drug Gina Ford, RPh, MBA, Senior Director, Reimbursement Services, IPSEN US 12:45 End of main conference/ lunch for Workshop participantsto register Call 866-207-6528 or Visit us at www.exlpharma.com/3rdmanagedmarkets
  5. 5. FIVE WayS tO rEGIStEr MEDIa PartnErS Fax: 888-221-6750 Mail: ExL Events, Inc. 555 8th Ave, Ste 310 New York, NY 10018 Phone: 866-207-6528 Online: www.exlpharma.com Email: register@exlpharma.comrEGIStratIOn PrICInGEARLY-BIRD PRICINGRegister by Friday, February 4, 2011:Conference + Workshop $1995Conference Only $1695STANDARD PRICING Do you have a questionRegister After Friday, February 4, 2011: about the event?Conference + Workshop $2195 Would you like to get involved as aConference Only $1895 speaker or discussion leader at our 4th Pharmaceutical Managed Mar-ONSITE PRICING kets Insight and Marketing Summit?Conference + Workshop $2295Conference Only $1995 Please email Conference Director, dave Hoffman at dhoffman@exl- pharma.comregistration Fees for attending ExL Pharma’s 3rd Man- a voucher to another exL event valid for two years from the voucheraged Markets Insight and Marketing Summit Conference: issue date. Four weeks or less: a voucher to another exL event valid for two years from the voucher issue date.GrOup dIscOunt prOGram:save 25% per person when registering Four to receive a refund or voucher, please fax your request to 888-221-For every three simultaneous registrations from your company, you 6750.will receive a fourth complimentary registration to the program (mustregister 4 at one time). this is a savings of 25% per person. please note: Conference registrations may be transferred to other colleagues in the event you are unable to attend. there will besave 15% per person when registering three an administrative charge of $300 to substitute, exchange and/orCan only send three? You can still save 15% off of every registration. replace attendance badges with a colleague occurring within fiveTo find out more on how you can take advantage of these group business days of any exL conference.discounts, please call 866-207-6528. Please notify exL Pharma, info@exlpharma.com, prior to the eventmake checks payable to Exl Events, Inc. and write code p910 on with the name and contact information of the replacement attendee.your check.You may also use visa, masterCard, Discover or american express. please note: speakers and agenda are subject to change withoutpayments must be received in full prior to the commencement of notice. In the event of a speaker cancellation, every effort to find athe conference. suitable replacement will be made.cancellations: if you need to cancel your registration for an upcom-ing exL conference, please note the following policies derived from *the opinions of this faculty do not necessarily reflect those of the companiesthe start Date of the event: they represent or exL events, inc.*Four weeks or more: a full refund (minus a $95 processing fee), or
  6. 6. TO R E G I S T E R 866-207-6528 888-221-6750 ExL Events, Inc. register@exlpharma.com 555 8th Avenue, Suite 310 New York, NY 10018 www.exlpharma.com Card Number Exp. Date: Yes! Register me for the Conference and Workshop: Name on Card Register me for the conference only Signature Please contact me: I’m interested in marketing opportunities at this event 555 8th Avenue, Suite 310 I wish to receive email updates on ExL Pharma’s upcoming events New York, NY 10018 PLEASE MENTION PRIORITY CODE: P910 Name Title Company Dept. Address City State Zip Email Telephone Fax 3rd Pharmaceutical Managed Markets Insight and Marketing SummitPROUDLY PRESENTS Develop Strategies to Demonstrate Your Drugs’ Long Term Clinical and Economic Value to Payers in a Consumer-Centric Environment March 23-24, 2011 – Le Meridien – PhiLadeLPhiaFeaturing Presentations from Leading Pharmaceutical Companies: Our EstEEmEd spEakEr Faculty IncludEsPLan FOr The FUTUre TimoThy Birner, PharmD, mBA, Director, Global evidence & Value Development (eVD) an overview of the challenges and opportunities Presented by the medical Affairs, Global r&D, SanoFI-aVentIS economic, Political, and Social trends Shaping Managed Markets Kevin McDermott, Vice President, Managed Markets, DAIICHI SANKYO GinA ForD, rPh, mBA, Senior Director, reimbursement Services, IPSen uSheaLThcare reFOrM ole hAuch, Director of health economics and outcomes research, aStRaZeneca What to expect From the new Managed Markets landscape Facing the KeVin mcDermoTT, Vice President, managed markets, daIIcHI SanKyo Industry due to the Patient Protection affordable care act (PPaca) Andrew Zebrak, Director, Government Affairs & Public Policy, BOEHRINGER INGELHEIM PHARMACEUTICALS ShAun meehAn, mBA, regional Account executive, managed markets, ucbMarKeTinG acrOSS heaLThcare SeTTinGS GABrielle PASTore, managed markets Brand Director, aStRaZeneca demonstrating Value to Payers to ensure that your drug is accessible KenT roGerS, mBA, Vice President, managed markets, acoRda tHeRaPeutIcS through transitions in care Diane Sullivan, Vice President, US Specialty Customers, PFIZER DonAlD SAwyer, Vice President, managed markets, aStRaZenecaOncOLOGY caSe STUdY: cOMParaTiVe eFFecTiVeneSS reSearch (cer) Bill Soucie, head of managed markets, PHaRMadeRM Providing evidence for guiding coverage decisions by Payers DiAne SulliVAn, Vice President, uS Specialty customers, PFIZeR Timothy Birner, PharmD, MBA, Director, Global Evidence & Value Development (EVD) Medical Affairs, Global R&D, SANOFI-AVENTIS AnDrew ZeBrAK, Director, Government Affairs & Public Policy, boeHRIngeR IngelHeIM PHaRMaceutIcalS EvEnt SponSor: TO reGiSTer caLL 866-207-6528 Or ViSiT US aT WWW.exLPharMa .cOM/3rdManaGedMarKeTS

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