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PMRC EU 2017 - How to stay competitive against biosimilars

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To help you stay competitive against biosimilars challenges, we shared with you our key strategies to overcome these challenges during the Pharma Market Research Conference (PMRC) Europe 2017.

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PMRC EU 2017 - How to stay competitive against biosimilars

  1. 1. SKIM | Biosimilars How to stay competitive against a new wave of entrants?
  2. 2. 2 Topics for today 1 2 3 4 5 Biosimilar introductions Success of biosimilars Factors protecting from biosimilar uptake Influencers on biosimilar uptake A case study in the area of rheumatology
  3. 3. 3 What are the differences between biologics and biosimilars? What are biologics? What are biosimilars? Biosimilars are not generics
  4. 4. 4 Biosimilar introductions 2006 2007 2008 2013 2014 2016 Growth hormones Epoteins Filgastrims Follitropins Monoclonal antibodies Insulines Heparins Fusion proteins Anticoagulants
  5. 5. 5 Why are biosimilars successful? $154bn $110bn 30% Global spending on biologics Global savings by using biosimilars Price discounts averaging around
  6. 6. How to protect for biosimilar uptake? 6 Price Brand power Value added services Innovation
  7. 7. Who? What? Competitive Landscape Who and what influences biosimilar uptake?
  8. 8. Payers National health organizations $ Key Opinion Leaders Physicians Patients Who?
  9. 9. National / regional guidelines or recommendations Gain share agreements Prescribing quotas Evidence generation What?
  10. 10. Case Study Measuring the uptake of biosimilars in the rheumatoid arthritis market
  11. 11. 11 How to measure biosimilar impact? Fixed part Biosimilar product profile Variable part Biosimilar product profile
  12. 12. 12 Patient allocation with physicians Measuring the uptake of biosimilars in the rheumatoid arthritis market in three steps: STEP 1 STEP 2 STEP 3 Measure the current market (including the existing biosimilars on the market for infliximab and etanercept) Measure the impact of future new products (including new biologics and the new biosimilar) Measure the impact of the different product characteristics and price levels
  13. 13. 13 How to measure stakeholder influence? High influence of hospital pharmacist on physicians treatment decision Choice exercise to set quota on proportion of patients receiving new biosimilar Quota outcomes per price point tested for physician model
  14. 14. 14 Applying weights Physicians often overestimate the proportion of patients they would prescribe to that new product. We will use the respondent’s answer to a 7-point “likelihood to Rx” Likert scale for each the new biosimilar to calibrate for overstatement 2% 8% 18% 33% 51% 73% 100% 0% 20% 40% 60% 80% 100% 1 2 3 4 5 6 7 Reduction Factor (to be multiplied by patient share)
  15. 15. 15 Outcomes of forecast data 34% 22% 15% 11% 10% 8% 5% 3% 4% 4% 8% 10% 15% 4% 5% 5% 15% 7% 33% 21%15% 8% 20% 15% 35% 26% 27% 15% 0% 20% 40% 60% 80% 100% FIRST-LINE FIRST-LINE SECOND-LINE SECOND-LINE Product A +/- MTX Product B +/- MTX Product C +/- MTX Product D +/- MTX Product E +/- MTX Biosimilar infliximab +/- MTX Biosimilar etanercept New Biosimilar product +/- MTX Scenario modeled CURRENT FUTURE CURRENT FUTURE • Biosimilar price: 30% cheaper compared to originator product • Endorsement: use biosimilars in all patients • Phase I study to demonstrate equivalent pharmacokinetics and safety versus originator product, Phase III study to demonstrate equivalent efficacy and safety compared with originator product in 1st and 2nd line treatment • No value added services in place
  16. 16. 16 Outcomes of importance data Price ▲ = 19.4% Clinical data▲ = 6.0% Endorsement▲ = 4.1% Value added services ▲ = 2.2% - 60%- 50%- 40%- 30%- 20%-10% Phase III study in 2nd line treatment only Phase III study in 1st line treatment only Use originator brand in any pts according to license Use originator brand in any pts according… Identify pts on branded product who could be switched over Use BioS in new pts Use BioS in ALL pts No endorsement in place 22% 24% 26% 28% 30% 32% 34% 36% 38% 40% 42% 44% Phase III study in 1st and 2nd line treatment No value added services Home care services Support program FIRST-LINE patients on a biosimilar
  17. 17. 17 Market simulator as key deliverable
  18. 18. 18 Key take-aways Know who your competitors are and will be in the future Price is the main driver of biosimilar prescription, but not the only driver Know who and what influences biosimilar prescription
  19. 19. SKIMgroup.com Thank you Adriënne Hoevers – den Hollander Senior Research Manager Based in Rotterdam a.denhollander@skimgroup.com

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