IntroductionAlthough the majority of HIV drug developers already offer most of their antiretrovirals under differential pricing schemes for lower income countries, few can compete with the lower prices of available generics offered through donor-funded programs. Innovative ways must be found that can balance widespread access to newer HIV drugs while still ensuring profits for pharmaceutical companies.Features and benefits* Discussion of differential pricing strategies for pharmaceuticals* Review of differential pricing strategies for HIV antiretrovirals* Analysis of driving forces behind the need for better differential pricing strategies for antiretrovirals* Discussion of incentives that could boost differential pricing policiesHighlightsAlthough differential pricing strategies are being employed in some areas, several obstacles have so far limited a more widespread utilization. Key difficulties include the threat of parallel trade, external reference pricing, decreased buying power in lower income countries, and concerns that preferential prices are not passed on to consumers.Generics have increasingly driven down the price for antiretrovirals in lower income markets, making it difficult for pharmaceutical companies and their branded products to stay competitive despite using differential pricing strategiesAn increasing need for later-stage treatments and stricter enforcement of intellectual property (IP) rights call for improved strategies to enhance access to newer antiretroviralsYour key questions answered* Understand why many HIV markets in developing countries are dominated by generics despite differential pricing by innovative drug developers.* Learn how differential pricing can be a win-win strategy to promote access to drugs while retaining incentives for pharmaceutical companies.* Understand why better differential pricing strategies will be key in allowing access to newer antiretrovirals.

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Case Study: HIV - Better differential pricing strategies are needed to
ensure access to HIV drugs
Published on May 2011
Report Summary
Introduction
Although the majority of HIV drug developers already offer most of their antiretrovirals under differential pricing schemes for lower
income countries, few can compete with the lower prices of available generics offered through donor-funded programs. Innovative
ways must be found that can balance widespread access to newer HIV drugs while still ensuring profits for pharmaceutical
companies.
Features and benefits
* Discussion of differential pricing strategies for pharmaceuticals
* Review of differential pricing strategies for HIV antiretrovirals
* Analysis of driving forces behind the need for better differential pricing strategies for antiretrovirals
* Discussion of incentives that could boost differential pricing policies
Highlights
Although differential pricing strategies are being employed in some areas, several obstacles have so far limited a more widespread
utilization. Key difficulties include the threat of parallel trade, external reference pricing, decreased buying power in lower income
countries, and concerns that preferential prices are not passed on to consumers.
Generics have increasingly driven down the price for antiretrovirals in lower income markets, making it difficult for pharmaceutical
companies and their branded products to stay competitive despite using differential pricing strategies
An increasing need for later-stage treatments and stricter enforcement of intellectual property (IP) rights call for improved strategies to
enhance access to newer antiretrovirals
Your key questions answered
* Understand why many HIV markets in developing countries are dominated by generics despite differential pricing by innovative drug
developers.
* Learn how differential pricing can be a win-win strategy to promote access to drugs while retaining incentives for pharmaceutical
companies.
* Understand why better differential pricing strategies will be key in allowing access to newer antiretrovirals.
Table of Content
Executive Summary
Strategic scoping and focus
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Datamonitor key findings
Related reports
OVERVIEW
Catalyst
Summary
DIFFERENTIAL PRICING FOR PHARMACEUTICALS - AN INTRODUCTION
Key points
Introduction
Differential pricing can be a strategy to boost access to medicines while augmenting company profits
Differential pricing can be a tool to penetrate untapped markets
Despite TRIPs, generic incursion continues to threaten profits of innovative drug developers in lower income markets
Differential pricing policies can demonstrate corporate social responsibility
Several obstacles impede the broad utilization of differential pricing for medicines
Parallel trade is one of the main arguments against differential pricing
Reference pricing makes many companies reluctant to agree to preferential prices
Lower prices for medicines do not automatically lead to enhanced access
So far, the utilization of differential pricing strategies remains limited
THE ROLE OF DIFFERENTIAL PRICING IN HIV THERAPY ACCESS
Key points
Introduction
Most companies employ differential pricing strategies for their respective antiretrovirals
Generic competition is a key driver for the differential pricing of HIV drugs
Several donor initiatives support the procurement of antiretrovirals in lower income countries
The AAI paved the way for differential pricing of antiretroviral drugs
PEPFAR, the Global Fund, and CHAI are on the forefront of funding HIV treatment in lower income countries
Limitations and future opportunities for differential pricing of HIV antiretrovirals
Generics remain cheaper than preferentially priced antiretrovirals
Differential pricing could gain new momentum with changing patent structures post-TRIPs
There is a growing need for affordable second-line and later-stage antiretrovirals and cross-class FDCs in lower income countries
Improved differential pricing schemes for newer HIV drugs are necessary to ensure IP rights protection
BOOSTING INCENTIVES FOR DIFFERENTIAL PRICING IN HIV
Key points
Introduction
Lowering the threat of physical arbitrage
Improving knowledge of demand and supply structures
Supporting the replacement of external reference pricing with pharmacoeconomic assessments
Strengthening of buying power in lower income countries
Considering intra-country income differences
Utilization of confidential discounts
Incorporation of HIV access programs into corporate social responsibility programs
CONCLUSION
Advancing differential pricing strategies are crucial for all stakeholders
Differential pricing alone is unlikely to sufficiently enhance access to HIV drugs
BIBLIOGRAPHY
Journal papers
Websites
Datamonitor reports
APPENDIX A
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Data definitions, limitations, and assumptions
Exchange rates
APPENDIX B
Conferences attended
Report methodology
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