This document discusses market access concepts for healthcare brand management. It defines access as the degree to which a product can be prescribed, reimbursed, promoted and supplied within a market segment. Planning access requires correctly positioning the product, identifying target channels and customers, and developing contracting and marketing strategies. Maintaining and expanding access also requires pull-through initiatives to reinforce contracts, connectivity of information between stakeholders, and selectivity based on clinical value and available resources.
Access to customers is necessary for healthcare marketing and sales initiatives to succeed. Pharmaceutical and medical device manufacturers can optimally position, price and promote their products through strategic assessment of healthcare market segments!
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Market Access 101: Connecting Access Challenges to Brand OpportunitiesOgilvy Health
Last week, our payer marketing team hosted their inaugural All Access Festival event in our NJ headquarters. This rock concert-inspired event gave our colleagues an inside look at fundamental elements of optimizing market access strategies. Take a look at the presentation chock-full of insights from this event.
Successful market / customer access is a primary objective in healthcare marketing. This presentation provides the insight to successfully position, price and promote your pharmaceutical, medical device or clinical service in leading healthcare market segments.
This presentation is from www.healthcaremedicalpharmaceuticaldirectory.com, no subscription is required. Please visit us to see more presentations about the latest marketing trends in the healthcare industry.
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
SMi Group presents the 23rd annual industry leading summit on Pharmaceutical Pricing & Market Access, 11 – 12 Oct 2017, London, UK.
Pharmaceutical Pricing & Market Access 2017 will tackle industry challenges head on by preparing attendees to develop a successful market access strategy for the ever changing pharmaceutical and payer landscape. Join us this autumn for insight into how manufactures plan to limit further price increase; a progressive outlook into the future of pharmaceutical pricing & reimbursement (P&R); stakeholder collaboration; meaningful patient engagement opportunities; and discuss what can be done for the industry to achieve efficient reimbursement and for patients to gain access to affordable medication.
Highlights will include an exclusive opening keynote from the FDA and interactive training on Real World Evidence (RWE). Featured Speakers include: Lundbeck, FDA, Shire, Sobi, Teva, Grifols, Allergan, Sanofi and more!
Access to customers is necessary for healthcare marketing and sales initiatives to succeed. Pharmaceutical and medical device manufacturers can optimally position, price and promote their products through strategic assessment of healthcare market segments!
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Market Access 101: Connecting Access Challenges to Brand OpportunitiesOgilvy Health
Last week, our payer marketing team hosted their inaugural All Access Festival event in our NJ headquarters. This rock concert-inspired event gave our colleagues an inside look at fundamental elements of optimizing market access strategies. Take a look at the presentation chock-full of insights from this event.
Successful market / customer access is a primary objective in healthcare marketing. This presentation provides the insight to successfully position, price and promote your pharmaceutical, medical device or clinical service in leading healthcare market segments.
This presentation is from www.healthcaremedicalpharmaceuticaldirectory.com, no subscription is required. Please visit us to see more presentations about the latest marketing trends in the healthcare industry.
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
SMi Group presents the 23rd annual industry leading summit on Pharmaceutical Pricing & Market Access, 11 – 12 Oct 2017, London, UK.
Pharmaceutical Pricing & Market Access 2017 will tackle industry challenges head on by preparing attendees to develop a successful market access strategy for the ever changing pharmaceutical and payer landscape. Join us this autumn for insight into how manufactures plan to limit further price increase; a progressive outlook into the future of pharmaceutical pricing & reimbursement (P&R); stakeholder collaboration; meaningful patient engagement opportunities; and discuss what can be done for the industry to achieve efficient reimbursement and for patients to gain access to affordable medication.
Highlights will include an exclusive opening keynote from the FDA and interactive training on Real World Evidence (RWE). Featured Speakers include: Lundbeck, FDA, Shire, Sobi, Teva, Grifols, Allergan, Sanofi and more!
These slides make an argument that marketing channels in pharmacy are not limited to distribution channels. They include information, financing, and more.
Effective healthcare marketing and managed care marketing requires ongoing strategic and tactical initiatives. Successful pharmaceutical brand management is highly dependent on clinical effectiveness coupled with a fortified approach to engaging managed care stakeholders as well as patients, physicians, pharmacists and payers!
These marketing strategies and marketing tactics have applications for medical device and healthcare service initiatives as well.
This presentation is from www.healthcaremedicalpharmaceuticaldirectory.com, no subscription is required. Please visit us to see more presentations about the latest marketing trends in the healthcare industry.
www.healthcaremedicalpharmaceuticaldirectory.com
https://www.linkedin.com/in/johngbaresky/
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
Successful market / customer access is a primary objective in healthcare marketing. This marketing presentation provides insight to successfully position and promote your pharmaceutical, medical device or healthcare service in leading market segments. Successful pull-through marketing strategies and tactics leads to better product management, greater market share and increased sales. Managed care and healthcare reform provide great opportunities to apply enhanced marketing strategies and sales tactics.
Review the presentation and put your new insights to work, then be sure to visit www.healthcaremedicalpharmaceuticaldirectory.com for more healthcare, medical and pharmaceutical marketing concepts and industry information.
www.healthcaremedicalpharmaceuticaldirectory.com - a healthcare industry resource
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Five forces that will change healthcare marketingKaren Corrigan
In the healthcare industry, powerful demographic, economic, societal, technology and legislative forces are converging to change the underlying basis for competition. For health systems, new economic models, disruptive technologies and transformation of care delivery systems are front and center – challenging marketing executives to better understand and anticipate the impact of this change.
Health Systems face the same drug cost management challenges as many other organizations. They may also have the added component of shouldering risk from payers without the ability to fully manage this important aspect of care. A new model is emerging that will afford Health Systems the opportunity to better manage risk by taking a collaborative approach to managing pharmacy benefits for their employees and their risk partners.
This webinar covers:
- The basics of traditional pharmacy benefit management revenue strategies
- Potential misalignment between a traditional pharmacy benefit model and an integrated model
- Benefits of an Integrated PBM
- How to put the model into practice
Description of the "KAM Expert Wheel" which is a method to structure the activities of Key Account Managers and help them cope with the complexity of their task
Developing a Digital Strategy for Healthcare MarketingCymbal Interactive
As interactive marketing budgets and activities increase, right along with the number of marketing channels, marketers need to take stock of what their money is buying them.
How do you retain leads and keep them from turning to online research and social media channels for information that you can’t control?
People often use the terms 'Strategy' and 'Tactics', in general, interchangeably and in a random manner as if they mean the same. Browsing the internet to find out the differences between the two terms even makes the situation worse, as different websites, even professional ones, present misleading or wrong definitions and/or usage of those terms.
Whether you are running your own business or working for a business with the responsibility to develop or execute marketing strategies, it is very important to understand the big difference between a strategy and a tactic.
The purpose of this high-level presentation is to clearly delineate the distinct differences between Marketing and Tactics, and show how relate to each other and work in tandem for your organization.
*Disclaimer: The use of this presentation for commercial purposes is prohibited.
These slides make an argument that marketing channels in pharmacy are not limited to distribution channels. They include information, financing, and more.
Effective healthcare marketing and managed care marketing requires ongoing strategic and tactical initiatives. Successful pharmaceutical brand management is highly dependent on clinical effectiveness coupled with a fortified approach to engaging managed care stakeholders as well as patients, physicians, pharmacists and payers!
These marketing strategies and marketing tactics have applications for medical device and healthcare service initiatives as well.
This presentation is from www.healthcaremedicalpharmaceuticaldirectory.com, no subscription is required. Please visit us to see more presentations about the latest marketing trends in the healthcare industry.
www.healthcaremedicalpharmaceuticaldirectory.com
https://www.linkedin.com/in/johngbaresky/
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
Successful market / customer access is a primary objective in healthcare marketing. This marketing presentation provides insight to successfully position and promote your pharmaceutical, medical device or healthcare service in leading market segments. Successful pull-through marketing strategies and tactics leads to better product management, greater market share and increased sales. Managed care and healthcare reform provide great opportunities to apply enhanced marketing strategies and sales tactics.
Review the presentation and put your new insights to work, then be sure to visit www.healthcaremedicalpharmaceuticaldirectory.com for more healthcare, medical and pharmaceutical marketing concepts and industry information.
www.healthcaremedicalpharmaceuticaldirectory.com - a healthcare industry resource
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Five forces that will change healthcare marketingKaren Corrigan
In the healthcare industry, powerful demographic, economic, societal, technology and legislative forces are converging to change the underlying basis for competition. For health systems, new economic models, disruptive technologies and transformation of care delivery systems are front and center – challenging marketing executives to better understand and anticipate the impact of this change.
Health Systems face the same drug cost management challenges as many other organizations. They may also have the added component of shouldering risk from payers without the ability to fully manage this important aspect of care. A new model is emerging that will afford Health Systems the opportunity to better manage risk by taking a collaborative approach to managing pharmacy benefits for their employees and their risk partners.
This webinar covers:
- The basics of traditional pharmacy benefit management revenue strategies
- Potential misalignment between a traditional pharmacy benefit model and an integrated model
- Benefits of an Integrated PBM
- How to put the model into practice
Description of the "KAM Expert Wheel" which is a method to structure the activities of Key Account Managers and help them cope with the complexity of their task
Developing a Digital Strategy for Healthcare MarketingCymbal Interactive
As interactive marketing budgets and activities increase, right along with the number of marketing channels, marketers need to take stock of what their money is buying them.
How do you retain leads and keep them from turning to online research and social media channels for information that you can’t control?
People often use the terms 'Strategy' and 'Tactics', in general, interchangeably and in a random manner as if they mean the same. Browsing the internet to find out the differences between the two terms even makes the situation worse, as different websites, even professional ones, present misleading or wrong definitions and/or usage of those terms.
Whether you are running your own business or working for a business with the responsibility to develop or execute marketing strategies, it is very important to understand the big difference between a strategy and a tactic.
The purpose of this high-level presentation is to clearly delineate the distinct differences between Marketing and Tactics, and show how relate to each other and work in tandem for your organization.
*Disclaimer: The use of this presentation for commercial purposes is prohibited.
Digital Customer Experience strategy & Marketing Automation for Philips Healt...Arjan Kramer
Presentation for the Business Circle Event Strategie Forum CRM & Vertrieb 2014
A presentation of the overarching Digital Customer Experience strategy setup for Philips and specific case study on rolling out Marketing Automation with Oracle Eloqua (Oracle Marketing Cloud)
http://www.businesscircle.at/marketing-pr-vertrieb/konferenz/crm-forum
10 Steps to a Successful Social Media Marketing StrategyJeff Bullas
Social media marketing success is something that business is now starting to see as vital as part of their marketing plans. Just having a Facebook page or a Twitter account is just the start. Planning and creating a strategy is vital if you want to succeed long term. In this presentation we look at the 10 steps you need to implement. We also look at some specific tactics and case studies of brands and businesses that have been successful at social media marketing.
How to Write a Content Marketing Plan Step-by-StepBuffer
A complete guide to building a comprehensive content strategy. Full post at http://blog.bufferapp.com/content-marketing-strategy (and a free template!)
Margaret Dawson defines integrated marketing and the required components of an integrated marketing plan. You can use this template to set up your marketing program for success. From performing a market analysis and SWOT to establishing the right strategies and objectives to establishing the right metrics - and then putting an action plan together based on all of that.
Effective managed care marketing requires ongoing strategic and tactical initiatives. Successful pharmaceutical brand management is highly dependent on clinical effectiveness coupled with a fortified approach to engaging managed care stakeholders as well as patients, physicians, pharmacists and payers!
www.healthcaremedicalpharmaceuticaldirectory.com
https://www.linkedin.com/in/johngbaresky
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Managed Care strategy and tactics is pivotal to successful healthcare marketing / sales initiatives. Review this in-depth study of developing and executing a comprehensive initiative to establish and grow market share and sales in hospital, clinic and physician practice market sectors.
Go to www.healthcaremedicalpharmaceuticaldirectory.com for more healthcare marketing insight!
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
Managed Care strategy and tactics is pivotal to successful healthcare marketing / sales initiatives. Review this in-depth study of developing and executing a comprehensive initiative to establish and grow market share and sales in hospital, clinic and physician practice market sectors.
Go to www.healthcaremedicalpharmaceuticaldirectory.com for more healthcare marketing insight!
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
A presentation about accountable care organizations and their business models reflecting clinical, financial, consolidation and competitive positioning trends. Healthcare systems, managed care organizations, physician specialties and pharmacy providers are included in the discussion.
https://www.linkedin.com/in/johngbaresky
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
A Conversation About Accountable Care Business Models - New Opportunities For...Healthcare-Marketing
A Conversation About Accountable Care Business Models - Accountable Care Organizations (ACOs) are evolving into new structures. Physicians, managed care organizations, chain drug retailers are active catalysts in driving this change. The hospital - centric ACO business model is still in place but augmentation is necessary for it to work well with more care applications and payer involvement. These changes have local, regional and national healthcare impact for patients, providers, payers, plans and healthcare marketing. This is an important development driven by healthcare reform.
Review this objective presentation and visit www.healthcaremedicalpharmaceuticaldirectory.com for more contemporary healthcare marketing business insights!
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
Accountable Care Organizations are relatively new in the healthcare marketplace. Their business models are already changing to better engage their surrounding marketplaces and the needs of patients, payers and caregivers. They offer challenges and opportunities for healthcare service providers, medical / pharmaceutical manufacturers and managed care.
www.healthcaremedicalpharmaceuticaldirectory.com
Achieving Managed Care Pull Through Performance - Healthcare & Pharmaceutical...Healthcare-Marketing
Managed care is a demanding segment for healthcare and pharmaceutical marketing. It has a direct bearing on consumer, patient, pharmacy and physician marketplaces. Print, digital and social media are all part of the formula, as is messaging and targeting. It is central to successful product access.
Visit www.healthcaremedicalpharmaceuticaldirectory.com for more insights!
John G. Baresky
Healthcare is Getting Disrupted... Is Pharmacy Ready?Hillary Blackburn
Change is coming for the healthcare industry, particularly as digital disruption is happening. Within the broader healthcare industry, pharmacy will be impacted and should be ready to help the profession grow and thrive.
New Global Healthcare - Another Chapter In Healthcare Marketing Brand ManagementHealthcare-Marketing
Global healthcare and global healthcare marketing is changing. As emerging markets industrialize and mature, their healthcare systems rapidly change. Brazil, China, India and Saudi Arabia serve as primary examples of new healthcare markets.
www.healthcaremedicalpharamceuticaldirectory.com
John G. Baresky
New Global Healthcare Another Chapter In Healthcare Marketing Brand ManagementJGB1
Emerging healthcare markets are moving into new phases as access to care increases and clinical / payer administration becomes more established. Successful healthcare marketing ventures require a balanced clinical / cost value proposition based on each nation\'s specific healthcare delivery, government and payer model.
Financial Protection and Improved Access to Health Care: A Spotlight on Pharm...HFG Project
Presented at “Financial Protection and Improved Access to Health Care: Peer-to-Peer Learning Workshop Finding Solutions to Common Challenges” in Accra, Ghana, February 2016. To learn more, visit: https://www.hfgproject.org/ghana-uhc-workshop
Global pharmaceutical companies are modeled with a supply chain, which ensures that the right drug reaches the right people at the right time and in the right condition. The supply chain also ensures 100% product availability at optimum cost by carrying huge inventory, which maintains 100% fill rate. Manufacturers are trying to cut down development time to save costs. For example, a drug manufacturer who can trim development time by 19% can save up to USD 100 million. But if a drug is getting delayed to reach the market, the time delay costs the company around USD 1 million a day. So, pharmaceutical companies today are designing the supply chain to be as responsive as possible to reduce entry time to the market thereby increasing profit margins.
Key Account Management - Time for India Pharma to Adopt KAMAnup Soans
Pharma's 40-year Model of Pitching to the HCPs is Over says Hanno Wolfram author of Key Account Management in Pharma...
Watch the webinar on Digital Excellence Pharma Academy today at 6 PM to know more - https://lnkd.in/gjZRN6q
Gerry Jeffcott, of 360 Public Affairs, gave a presentation for the CCSN on the drug approval process in Canada on March 27, 2014. He outlines the divide between public and private networks, cost management, as well as the review and approval process for pharmaceuticals in Canada.
Accountable Care Organizations (ACOs) are a rapidly growing part of the healthcare industry. This presentation provides a concise profile of the latest developments in ACO business model expansion and how they affect healthcare professionals, patients and other entities.
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
Global Healthcare Marketing is evolving as emerging markets quickly mature. Clinical standards, payer structures and marketing messages are a combination of variables to be accounted for in unlocking market access challenges.
www.healthcaremedicalpharmaceuticaldirectory.com - a healthcare industry resource
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
Global healthcare marketing strategies and tactics are being re-positioned as emerging markets mature, access to care increases and clinical / payer administration becomes more established.
China, Brazil, India, Saudi Arabia
www.healthcaremedicalpharmaceuticaldirectory.com
John G. Baresky
https://www.linkedin.com/in/johngbaresky
#baresky
Early in August, President Trump issued an executive order focused on improving rural health. In response, the U.S. Department of Health and Human Services (HHS) is moving forward with a series of assertive measures featured in a formal strategic plan to remedy the significant healthcare challenges of farmers and others living in rural communities. It addresses access to quality care, medical staffing, technology, clinical innovation, reimbursement and sustainability.Read the story and contact John Baresky for further details.
Walgreens (NASDAQ: WBA) has signed on a second consumer home delivery service partner. Based in San Francisco, DoorDash will provide home delivery services spanning more than 2,300 items including over-the-counter (OTC) medications to consumers for Walgreens stores.
Read the story and contact John Baresky for further details
Authentic, fact-based healthcare content writing for medical, business, academic, patient and consumer audiences.
Review the presentation then go to the Bare Sky Marketing Healthcare Content Writing Services website. Visit the Examples page that features 2 portfolios and a satellite blog and visit the main Blog page on the website as well.
Both pages feature numerous examples of my healthcare marketing and healthcare content writing work.
The FDA has issued approval for Lynparza (olaparib) in the treatment of adult patients with deleterious or suspected deleterious germline or somatic homologous recombination repair (HRR) gene-mutated metastatic castration-resistant prostate cancer (mCRPC) who have progressed following prior treatment with Xtandi (enzalutamide by Pfizer/Astellas) or Zytiga (abiraterone by Centocor/Johnson & Johnson).
HRR gene mutations occur in approximately 20–30% of patients with mCRPC. Lynparza is a poly (ADB ribose) polymerase (PARP) inhibitor. The poly ADP-ribose polymerase (PARP) enzyme fixes DNA damage in both healthy and cancerous cells. Lynparza is available by prescription only and produced in 100mg and 150mg tablet strengths.
Read the story and contact John Baresky for further details...
Alexion Pharmaceuticals (NASDAQ: ALXN) has announced it is acquiring Portola Pharmaceuticals (NASDAQ: PTLA) for $1.41 billion in cash. Founded in 2003, Portola is based in South San Francisco and produces about $116 million in annual sales.
Closing rural hospitals are reducing access to care in multiple states
Between January 2010 and January 2020, 114 rural hospitals closed. More than 30 of these were critical access facilities. Data from the University of North Carolina Cecil G. Sheps Center for Research provides further insights showing that from 2005 to 2020 a total of 170 rural hospitals shut down. There seems to be no indication this trend is subsiding and a sizable portion of it has occurred during a time of record economic expansion. There is no telling how many more would have closed their doors had a weakened economy continued.
Read the complete story here and contact John Baresky for further details...
Learn about the 7 drivers of pharmaceutical television advertising. Television advertising for prescription drugs is a controversial practice but is an important component of the marketing strategy for many pharmaceutical manufacturers plus other healthcare product manufacturers. The FDA’s Center for Drug Evaluation and Research (CDER) and its Office of Prescription Drug Promotion(OPDG) closely monitor what pharmaceutical companies display and communicate within their television, print, radio or digital ads.
Get the complete insights through this article from Bare Sky Marketing Healthcare Content Writing Services
The World Health Organization has declared the Coronavirus 2019-nCoV a Public Health Emergency of International Concern (PHEIC). The declaration of PHEIC is rare. Upon its designation, various government agencies, healthcare institutions and other stakeholders are officially organized to act and escalate measures in collaboration with each other to combat the issue. The decision was made at a point as 171 persons in China have succumbed to the illness and the disease has spread to at least 18 other nations.
PHEIC events of the past: Ebola, H1N1 Swine Flu, Polio
WHO has deployed the emergency designation five times since the rules were implemented in the mid-2000s:
Ebola virus, 2019, Zika virus, 2016, Polio outbreak, 2014. Ebola outbreak, 2014, Swine flu, 2009
Learn more about the World Health Organization and the PHEIC designation by reading this article from Bare Sky Marketing
Alphabet / Google ( NASDAQ: GOOGL ) continue to build out their healthcare organization with distinguished leadership staff additions encompassing medical, commercial and government experience.
Dr. Karen B. DeSalvo, currently a professor at the Dell Medical School, University of Texas in Austin, will be the first person to have the title of Chief Health Officer for Alphabet / Google / Verily.
The company made the announcement as they progress through a steady workstream of healthcare-centered initatives involving Google Health and Verily Life Sciences. At Dell Medical School, she has two roles as Professor, Department of Internal Medicine and Professor, Department of Population Health. Dr. DeSalvo possesses exceptional medical, business and government experience.
Dr. DeSalvo’s academic and medical credentials include:
- M.D. — Tulane University School of Medicine
- MSc — Clinical Epidemiology — Harvard University
- MS — Public Health — Tulane University
- BA — Biology / Political Science — Suffolk University
In addition to medical academics, Dr. DeSalvo has worked in the commercial healthcare space ( Welltower and Humana ), the Federal Government ( Health and Human Services and Office of Health Information Technology ) and the Municipal Government Sector ( City of New Orleans ).
Alphabet clearly has long term, large scale plans for the healthcare industry. Their present enterprises span pharmaceutical research & development, medical device engineering, cloud computing, genetics, voice recognition technology ( VRT ), artificial intelligence ( AI ) and medical imaging (with advanced focus in oncology diagnosis and treatment).
The bandwidth of their ventures demonstrates the array of uses Alphabet’s growing technology innovation has throughout healthcare and life sciences industries.
Read the story to learn more about Dr. DeSalvo and Alphabet's plans ongoing healthcare initiatives...
Contact John Baresky with your questions and comments...
May Walgreens Boots Alliance be strategically signalling it is up for sale to the highest bidder by presumably going through the motions of taking itself private?
A consumer retail, pharmacy, healthcare services, supply chain leader...
Taking Walgreens private may involve an estimated range of $50 billion to $60 billion to execute the transaction. Most of the company’s global scope and scale are overlooked by consumers and even those in the healthcare sector:
• Founded in 1901, their present CEO, billionaire Stefano Pessina, owns about 16% of the company
• On a daily basis, Walgreens interacts with over 8 million customers in stores and online
• They operate more than 9,000 stores in the United States and more than 13,000 units worldwide in 11 countries.
• Walgreens owns 26% of AmerisourceBergen; one of the world’s largest drug wholesalers
• They are a minority share owner of Option Care Health, the largest home infusion and alternate site care provider in the nation servicing patients in all 50 states and administers over 2 million doses of various IV therapies per month; Option Care Health ( NASDAQ: BIOS ) was formed through the merger of Option Care and BioScrip in 2019
• The company has a pilot venture underway with grocery retail giant Kroger involving Walgreens health and beauty brands being sold in Kroger stores and Walgreens selling select Kroger grocery goods in their stores plus supporting Kroger online ordering consumer pickup services at participating stores
• Microsoft and Walgreens are collaborating on a suite of chronic disease management and patient engagement applications plus a portfolio of connected Internet of Things (IoT) devices for nonacute chronic care management, delivered by Microsoft’s cloud, AI and IoT technologies
• About 78% of the population in the United States lives within 5 miles of a Walgreens store or a Walgreens-owned Rite Aid or Duane Reed store.
• Walgreens has an active partnership with Blue Cross Blue Shield affiliated prescription benefit manager Prime Therapeutics known as AllianceRx Walgreens Prime)
Key Considerations:
• Boots Alliance ( WBA ) is reportedly consulting KKR, a leading global private equity firm, about its options to go private
• With an estimated market capitalization of $50 to $60 billion it would be one of the largest public to private deals in history
• The current debt load of Walgreens is about $15 billion and is a pivotal cost element undertaking such a deal
• If KKR were to orchestrate the public to private deal with Walgreens, it would likely enlist additional financial partners such as other private equity firms and investment bankers
Read the complete details on who may be interested in and most importantly, financially and organizationally qualified, to acquire Walgreens Boots Alliance... Contact John Baresky with your questions or comments...
Amazon has purchased a healthcare technology startup known as “Health Navigator”. Health Navigator, based in Chicago, Illinois, is a clinical healthcare information firm founded by an emergency medicine physician, Dr. David Thompson. Dr. Thompson is board certified in Emergency Medicine and Internal Medicine; his academic background includes the University of Illinois College of Medicine with a residency at McGaw Medical Center of Northwestern University.
Health Navigator encompasses a deep selection of features which account for the core elements of patient care interaction and documentation:
- After Care Instruction ( ACI ): provides health information and care advice for telehealth patients
- Clinical Documentation Support ( CDS ): a telehealth dialogue tool orchestrating patient visit details including initial patient intake, emergency screening and prioritization, consumer-facing health checker or health bot, CarePath ( formulates questions for patients based on their initial reasons for health visit to begin diagnosis ), consumer e-visit form and provider documentation checklist
- Coded Chief Complaints ( CCC ): supports definition, identification of patient’s primary reason for visit ( RFV ) seeking care
- Diagnosis Engine: a proprietary knowledge-based inference engine or processor generating a list of possible causes or pre-diagnoses for a specific symptom or problem that can be aligned with digital health assistants (health bots, diagnosis symptom checkers) and electronic health records ( EHR or EMR ).
- Natural Language Processing ( NLP ): a digital translator program used in patient and clinician dialogue for visit free-text into the Coded Chief Complaint clinical vocabulary
- Non-Commercial Resource Database: features over 25,000 Internet resources comprised of non-commercial websites linked to more than 2,800 clinical concepts (plus over 7,200 references of which many are directly linked through a PubMedIC )
- Triage Engine: calculates a triage score, level of care recommendation ( disposition ) for use in consumer health bots and triage symptom checker applications
As Amazon forges ahead, it will be interesting to see how its actions are reflected within the realm of Haven Healthcare, its healthcare management partnership initiative with Berkshire Hathaway ( NYSE: BRK.A ) and JPMorgan Chase ( NYSE: JPM ). The organization is seeking ways to improve quality of care while reducing cost.
Read the article for the complete details of Amazon's latest acquisition and contact John Baresky for further information...
Oncology initiatives in Women’s Healthcare have gained another valuable therapy to improve patient care and outcomes…
Merck & Co.’s ( NYSE: MRK )Keytruda and combination partner therapy Eisai’s ( OTCMKTS: ESALY ) Lenvima will keep their respective marketing and sales units very busy in the upcoming months. Regulatory agencies in the United States, Canada and Australia have concurrently approval to the Keytruda-Lenvima tandem for women with certain advanced endometrial carcinoma. It represents a significant accomplishment by Merck and Eisai and for government regulatory agencies working together to accelerate the process of advancing medicine whether it’s for completely new products or clinically strategic new indications.
Project Orbis: Improve accuracy and accelerate new drug and indication approvals across multiple nation government agencies...
The parallel decisions are the first made through Project Orbis ;a collaborative initiative of the Food And Drug Administration ( FDA ), the Australian Therapeutic Goods Administration ( TGA ) and Health Canada that seeks to reduce new oncology therapy review turnaround between nations. It champions concurrent submissions by drug manufacturers and collaborative assessments by each of the three government regulatory agencies, sponsors and collaborative reviews by all three agencies.
Project Orbis: A winning initiative for patients and clinicians
New drug approvals and the process of approving additional indications is a detail heavy exercise necessary to qualify performance and safety of medications. By improving the processes within nations and cultivating collaboration between them, patients and clinicians benefit from having access to approved therapies sooner. For advanced medication, payers are often reluctant to cover their costs without specific regulatory approval of precise indications. Project Orbis initiatives helps to overcome this hurdle.
Read the article for complete details and contact John Baresky for further information...
Walgreens Boots Alliance ( NASDAQ: WBA ) ranks at number 17 on the Fortune 500 list of largest firms. Reportedly they are exploring options to take the company private which may also be a strong signal to other industry leaders that it is open to takeover offers. Regardless of what their ultimate goals are, they remain a global force in retail, pharmacy, wholesaler and other sectors. The company’s CEO, Stefano Pessina, has communicated Walgreens is actively pursuing more partnerships as a business strategy that enable it to generate revenue by asserting its corporate, financial, clinical and operations resources to build market access and revenue while disrupting competitors — without having to deploy funding for complete acquisitions that contribute to further to debt loads.
Primary elements of Walgreens Boots Alliance financial profile:
- Market capitalization of $50 billion
- Annual sales: $136.86 billion ( 2019 figures which represented a 5.8% increase over 2018 )
- Earnings: $3.982 billion
- Debt: $15 billion
- Ownership stake of 16% held by CEO Stefano Pessina
Strategic global attributes of WBA
- Business operations in more than 25 nations
- Over 415,000 employees
- More than 18,500 stores located in 11 countries
- Over 390 distribution centers servicing pharmacies ( including pharmacies not owned by WBA ), physician offices and healthcare provider organizations
- Ownership stake of 26% in AmerisourceBergen ( NYSE: ABC ), a global leader in healthcare wholesaler operations ranked at number 12 on the Fortune 500 list; annual sales of $153 billion
Key Points:
- Leading companies seeking strategic alliances with Walgreens
Kroger, McKesson, Microsoft and Prime Therapeutics collaborating with Walgreens
- Brand marketing, pharmacy, market access and technology partnerships driving revenue for Walgreens and partners
- Global and domestic market access, commercial synergies and profit in strategic partnerships
Read the article for complete details on each of the strategic partnerships Walgreens has in place with Kroger, McKesson, Microsoft, Prime Therapeutics
Contact John Baresky for additional details
Amazon (NASDAQ: AMZN ) and its online pharmacy unit, PillPack, have a significant challenge. On the surface, it appears to involve only a small, Iowa-based healthcare and prescription data technology company, ReMyHealth, but drastically scales up and potentially involves some of the largest retail and mail order pharmacy, MCO / PBMs and pharmacy associations in the nation — and a somewhat ambiguous organization known as Surescripts.
Prior to being acquired by Amazon, PillPack had contracts in place with many managed care organizations, PBMs and other entities to be a providing pharmacy in their networks. PillPack’s success in building market access early as an integral part of their business model was just one of the reasons Amazon was impressed enough to acquire them.
As an online mail order pharmacy, PillPack is a competitor to the retail pharmacies represented by the NACDS and NCPA that have part ownership in Surescripts. These same retailers compete with PillPack’s parent company, Amazon, for other consumer product sales. CVS Health / Aetna and Cigna / Express Scripts, the two other ownership stakeholders in Surescripts, operate substantial mail order pharmacies PillPack would compete against.
Amazon has been entering into healthcare-focused partnerships and collaborations with such notable organizations as Accenture, Berkshire Hathaway, Carnegie Mellon, Cedars-Sinai, Cerner, Change Healthcare, JPMorganChase, Merck, National Institute of Health, University of Pittsburgh, University of Pittsburgh Medical Center and others. Amazon has steeply ramped up its understanding of the healthcare sector and identifying opportunities to develop and deploy commercial actions to succeed within it.
Read the complete story and contact John Baresky with any questions...
State Of Digital Healthcare In 2017 - HIMSS - • Healthcare Marketing Leadership Index
• Online and Digital Marketing Techniques Used
• CMS, CRM, and Marketing Automation
• ROI and KPIs
• Web Innovations
• Importance/Effectiveness of Digital Marketing Efforts
• Driving Digital Transformation of the Healthcare Brand
• Resources
• Key Take-aways
• Recommendations From the Research for Providers
My background is healthcare marketing; products (injectable & oral pharmaceuticals, IV pumps, disposables), healthcare services (market access programs, pharmacy benefits), managed care and healthcare digital marketing. Connect with me at LinkedIn and Twitter, visit my healthcare website -an industry resource since 2004...
Twitter: @johngbaresky
LinkedIn: https://www.linkedin.com/in/johngbaresky
My website: www.healthcaremedicalpharmaceuticaldirectory.com
Portfolio: https://www.clippings.me/johngbaresky
#IOT #digital #healthcare #marketing #medical #pharmaceutical #doctor #patient #consumer
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
DELOITTE: 2017 Global Health Sciences Outlook Report - A global perspective on the healthcare industry and its strategic sectors. Deloitte efficiently delivers an uncomplicated but in-depth look at worldwide healthcare. Rising demand and associated spending are being fueled by an aging population; the growing prevalence of chronic diseases and comorbidities; development of costly clinical innovations; increasing patient awareness, knowledge, and expectations; and continued economic uncertainty despite regional pockets of recovery are just a few of the key issues and trends impacting the global health care sector.
Connect with me at LinkedIn and Twitter, visit my healthcare website -an industry resource since 2004...
Twitter: @johngbaresky
LinkedIn: https://www.linkedin.com/in/johngbaresky
My website: www.healthcaremedicalpharmaceuticaldirectory.com
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
These guidelines will enable you to develop assertively effective healthcare digital marketing initiatives with infographs. Launching a brand or seeking strategic options to promote an established brand?...Infographs have powerful attributes making them strategic assets to improve healthcare digital marketing performance, social sharing, brand awareness and ROI.
They can be strategically deployed across digital / social / mobile venues to engage clinicians (doctors, nurses, pharmacists), consumers / patients, managed care / payers, employers, employee benefit consultants and other stakeholders......
HMPD, AbelsonTaylor, Hospira, Takeda / Abbott (TAP), Walgreens and Pfizer. My experience spans advanced medical specialties and healthcare industry sectors. I am the interconnection of brand marketing, digital marketing, managed care marketing and sales...
My healthcare website:
www.healthcaremedicalpharmaceuticaldirectory.com
LinkedIn profile:
www.linkedin.com/in/johngbaresky/
Twitter:
@johngbaresky
Feel free to connect with me on LinkedIn and follow me on Twitter...
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
These guidelines will enable you to develop assertively effective healthcare digital marketing initiatives with infographs. Launching a brand or seeking strategic options to promote an established brand?...Infographs have powerful attributes making them strategic assets to improve healthcare digital marketing performance, social sharing, brand awareness and ROI.
They can be strategically deployed across digital / social / mobile venues to engage clinicians (doctors, nurses, pharmacists), consumers / patients, managed care / payers, employers, employee benefit consultants and other stakeholders.
HMPD, AbelsonTaylor, Hospira, Takeda / Abbott (TAP), Walgreens and Pfizer. My experience spans advanced medical specialties and healthcare industry sectors. I am the interconnection of brand marketing, digital marketing, managed care marketing and sales...
My healthcare website:
www.healthcaremedicalpharmaceuticaldirectory.com
LinkedIn profile:
www.linkedin.com/in/johngbaresky/
Twitter:
@johngbaresky
Feel free to connect with me on LinkedIn and follow me on Twitter...
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
Launching a brand or seeking strategic options to promote an established brand? These guidelines will enable you to develop assertively effective healthcare digital marketing initiatives with infographs...Infographs have powerful attributes making them strategic assets to improve healthcare digital marketing performance, social sharing, brand awareness and ROI.
They can be strategically deployed across digital / social / mobile venues to engage clinicians (doctors, nurses, pharmacists), consumers / patients, managed care / payers, employers, employee benefit consultants and other stakeholders. These guidelines will enable you to develop assertively effective healthcare digital marketing initiatives with infographs.
HMPD, AbelsonTaylor, Hospira, Takeda / Abbott (TAP), Walgreens and Pfizer. My experience spans advanced medical specialties and healthcare industry sectors. I am the interconnection of brand marketing, digital marketing, managed care marketing and sales...
My healthcare website:
www.healthcaremedicalpharmaceuticaldirectory.com
LinkedIn profile:
www.linkedin.com/in/johngbaresky/
Twitter:
@johngbaresky
Feel free to connect with me on LinkedIn and follow me on Twitter...
John Baresky Healthcare Marketing Leader, Pharmaceutical Marketing, Digital Marketing Strategy, Content Marketing Strategy, Market Access Strategy, Healthcare RPA Software Marketing Strategy
Get to know the mechanics of how deductibles work, how they are perceived and big data's role and impact. For healthcare marketers, pharmaceutical marketers, health insurance marketers and other healthcare / managed care stakeholders, the deductible feature in health benefit plans has wide reaching impact as does the data and analytics which support it.
... Healthcare Marketing Leader: Pharmaceutical, Medical Device, RPA, SaaS, Digital Marketing Strategy, Managed Care, Market Access - John G. Baresky
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3. What is Access?
• The degree to which a healthcare product is:
– Easily prescribed/used by providers
– Reimbursed by health plans
– Effectively promoted/sold in a market segment
– Available through a variety of contractual arrangements
and supply chain sources
4. Access And Reimbursement
• If payers do not reimburse for the product, it is less likely
caregivers and patients can use it
• Marketing and sales initiatives of manufacturers will be
much less effective
• The product will not be able to generate enough revenue
to be commercially viable
• Competitors will gain an advantage through their market
access initiatives
5. Planning Access
• The product must be correctly positioned with primary prescribers
and provide clear clinical value in patient treatment
• Identify channel(s) your product will be used most, where it
realizes greatest revenue potential
– Target the predominant prescribers and payers in the channel
– Develop and implement a contracting strategy for each
channel, include customers and leading payers
– Fortify the product’s position with physicians through clinical
marketing strategy and accelerate growth with sales tactics,
ongoing promotion and pull-through
– KOL support establishes a conduit of influence into clinical
decision makers and their peers
6. Planning Access
• A direct customer contract can be undermined if product is
available at a lower price through a GPO contract
• Distributors, wholesalers and other reseller contracts
need channel alignment to protect agreements and maintain
profit continuity in other market segments
• Discounts, rebates and other financial features need to be
accounted for throughout agreements to assure margin and
true profit is realized before transactions are underway
• Commercial contract pricing needs to be reconciled against
government contracts requiring “best price”
7. Planning Access
• Sole awards and preferred product positions provide
premium access but require the steepest discounts and
garner the most competitive attention
• Rebates based on volume contracts need clear definition
and dedicated resources to maximize access and accurately
manage rebates through sales tracings, chargeback data
• It is necessary for pharmaceutical companies to balance
direct contracting strategies with healthcare clients versus
GPOs; healthcare entities engage in both arrangements
depending on their procurement preferences
8. Planning Access
• Customer supply chains featuring distributors, wholesalers
and other sources vary, contracts needs to account for these
• Maintaining/expanding access requires a budget to open
new initiatives and provide marketing/sales resources to
propel them
• Access requires selectivity, fortifying/expanding access
should be based on customer need, reimbursement
potential, available resources and long term ROI
• The product must be correctly positioned with primary
prescribers and provide high clinical utility
9. Pull-Through Reinforces Access
• Establishing a leading contractual arrangement and/or preferred
status is just the beginning…
– Physicians and patients need to know they have access to the
product, be familiar with the product’s attributes and establish
the processes to procure it through
– Sales uptake and ongoing momentum is driven by a well-
supported sales force and strong marketing initiatives to fortify
and expand share/revenue
– New competitors will launch pull-through initiatives to penetrate
the market, established competitors will widen share and
prevent newcomers from getting traction
– Physicians and payers need to be continually engaged and
cognizant of the product and its manufacturer’s value
10. Connectivity Coordinates Access
• Access is driven by connectivity and throughput of information:
– Social Media propels clinical and promotional messaging to
healthcare professionals, patients and consumers
– Healthcare plans make data-driven decisions based on care/cost
outcomes, claims processing reporting and member utilization
– Pharmaceutical companies rely on blended data to effectively
contract, maintain compliance, determine share, assess
marketing/sales ROI
– CMS/Federal and state sponsored plans are data dependent to fund
programs such as Medicare, Medicaid, 340B, reimburse providers and
pharmaceutical companies, as well as maintain patient eligibility files
– ACOs are hugely dependent on electronic information flow to manage
their protocols and assess performance
11. Examples of Market Channels
• Dialysis
• Long Term Care
• Mail Order Pharmacy
• Home Infusion
• Hospitals
Each channel
• Infusion Clinics
requires an
• Military Treatment Facilities/MTFs access
• Oncology Clinics strategy…
• Physician Practices
• Retail Pharmacies
• Specialty Pharmacies
• Surgical Centers/Outpatient Surgery,
• Veterans Administration/VA Hospitals & Clinics
12. Leading Pharmacy Entities
Retail Pharmacy PBMs*
– CVSCaremark – ARGUS
– Rite Aid – BioScrip
– Target – Catalyst RX
– Walgreens – CVSCaremark
– Wal-Mart – Medco
– Restat
– SXC Health
In addition to contracting with pharmaceutical manufacturers, PBMs contract with
retail pharmacies to fill prescriptions for pharmacy plan customers
*PBMs: Pharmacy Benefit Managers
13. A Note About PBMs
• PBMs contract with brand and generic manufacturers for better
pharmaceutical pricing and actively manage utilization of prescription
medication by customer plan members
• PBMs feature their own formularies and assertively negotiate for rebates
based on volume/preferred status with pharmaceutical companies
• Some PBMs like Express Scripts, Medco, and SXC operate their own
mail order pharmacies, others like ARGUS, CatalystRx and Restat do not
• PBMs manage prescription plans for employer, government (Medicaid,
Medicare, TRICARE, etc.) and other sponsors
• PBMs offer clinical programs to manage some therapies closely, these
provide access opportunities for manufacturers
14. A Note About Mail Order Pharmacies
• Mail order pharmacies dispense maintenance therapies (cholesterol, diabetes,
contraceptives, hypertension, etc.) in 90-day supplies, it is key for manufacturers
of maintenance therapies to have contracts with mail order pharmacies
• They charge plans/patients less, the concept is patients are getting their
medications “in bulk” 90-day supplies versus 30-day retail increments
• Mail order pharmacies typically operate specialty pharmacy units as well to
dispense injectable products to support advanced patient care
• CVSCaremark, Walgreens, Rite Aid and Wal-Mart operate mail order pharmacies
in addition to their retail pharmacy operations
• Health plans with their own mail-order operations include Cigna (Tel Drug),
Humana (FutureScripts), BCBS (Prime Therapeutics) and United HealthCare
(Prescription Solutions)
15. Leading Payer Plans
Commercial Plans Government Payers
– Aetna – Medicaid (state-based,
– BlueCross BlueShield plans* federally subsidized)
– Cigna – Medicare
– Humana – TRICARE (active/retired
– Kaiser military)
– United Healthcare – 340B Plans
– WellPoint (14 BCBS plans)*
*There are 38 BlueCross BlueShield plans affiliated with the
BlueCross BlueShield Association
16. A Note About 340Bs
• 340B is a Federal drug discount program established in 1992, it requires drug
manufacturers to provide outpatient drugs to eligible health centers, clinics and
hospitals at a discounted/negotiated rate (average 50% below retail)
• The 340B market segment has been growing due to issues with the economy and
larger numbers of uninsured persons but margin is lower as 340B is price driven
• 340B is also known as "PHS pricing" or "602 pricing“, patients discounts are
created by contractual arrangements between the care provider and a pharmacy
• Entities eligible to participate in 340B include:
– Black Lung Clinics
– Disproportionate Share Hospitals (DSHs)
– Family Planning Clinics
– Federally Qualified Health Centers (FQHCs)
– Federally Qualified Health Center look-alikes (FQHCLAs)
– Hemophilia treatment centers
– HIV / Ryan White Clinics
– Sexually transmitted disease and tuberculosis clinics
– State-operated AIDS Drug Assistance Programs
– Urban Indian organizations
17. GPO and Healthcare System Leaders
GPOs Healthcare Systems
– Amerinet – Dept. of Veteran Affairs/VA
– Gerimed – HCA Inc.
– Epic – Community Health Systems
– HealthTrust Purchasing – Trinity Health
Group (HPG)
– Partners Healthcare
– Innovatix
– NYC Health & Hospitals Corp.
– ION (M
– Kaiser Permanente
– MedAssets
– Universal Health Services Inc.
– MHA
– Catholic Healthcare West
– Novation
– Adventist Health System
– PDM
– Tenet Healthcare Corp.
– Premier
GPOs are frequently a part of the Healthcare System access formula
18. A Note About GPOs
• Group Purchasing Organizations (GPOs) contract with manufacturers of
brand or generic pharmaceutical products, medical devices, equipment
and other items used in healthcare settings
• Healthcare entities pay a membership fee to “join” a GPO to get access to
discounted pricing GPOs negotiate with manufacturers, GPOs also collect
1-3% margin from drug products and provide other services to gain
• Some GPOs are business units of distributors/wholesalers but do not
take possession of products, they are price-driven, contracting entities
• HPG, MedAssets, Novation and Premier are larger independent GPOs
• Wholesaler operated GPOs include INN, ION (AmerisourceBergen),
VitalSource (Cardinal Health), Onmark, U.S. Oncology (McKesson)
• An array of customer groups use GPOs including healthcare systems,
hospitals, oncology clinics, home infusion, surgical centers, dialysis
clinics, physician groups and long term care companies
19. Nursing and Assisted Living Facilities
Nursing Facilities Assisted Living
– HCR ManorCare – Emeritus Corp.
– Golden Living – Brookdale Senior Living
– Life Care Centers – Sunrise Senior Living
– Kindred Healthcare – Altria Senior Living
– Genesis Healthcare Corp. – Five Star Quality Care
– Sun Healthcare Corp. – Assisted Living Concepts
– SavaSeniorCare – Merrill Gardens
– Extendicare Health Services – HCR ManorCare
– ELGS – One Eighty-Leisure Care
– Skilled Healthcare Corp. – Life Care Services
Once highly fragmented, consolidation among nursing and assisted living facility
operators continues which will greatly concentrate revenue sources in the future
20. Long Term Care Pharmacy and Home Infusion
LTC Pharmacies Home Infusion Providers
– Guardian Pharmacy – Apria
– Millenium Pharmacy – AxelaCare Home Solutions
– Omnicare – CarePoint Partners
– Partners Pharmacy – Healix
– PharMerica – Home Solutions
– Senior Care Pharmacy – Infuscience
– Lincare
– OptionCare/Walgreens
– Vital Care
The home infusion provider market continues to evolve through consolidation of
existing providers and hospitals expanding their services into home infusion offerings
21. Surgical Centers and Dialysis Clinics
Surgical Centers Dialysis Providers
– Amsurg – American Renal Associates
– HVP – Centers for Dialysis Care
– Meridian Surgical Partners – DaVita
– SCA – Dialysis Clinic Inc.
– Surgical Care Affiliates
– Fresenius
– Symbion
– United Surgical Partners
– Innovative Dialysis
Systems
– Renal Advantage
GPOs are frequently a part of the Surgical – Renal Care Partners
Center access formula
– Satellite Healthcare
– U.S. Renal Care
DaVita and Fresenius control two-thirds of the U.S. dialysis market, consolidation in
the channel is frequent and driven by cost controls to generate revenue under
Medicare patient care performance standards and reimbursement limits
22. Access Summary
• Each market channel requires its own access strategy
• Fully account for primary physicians and payers in each channel to
position, price and promote product successfully
• Contracting may involve direct-to-customer, distributor, GPO, wholesaler,
payer and other arrangements to succeed in the channel
• Competitors are selectively stronger/weaker in different channels, exploit
channels they are weakest in to grow product sales
• Contracts are only part of market access, contract management, pull-
through and connectivity are necessary to maintain/expand sales/share
performance
• Be selective, fortification and expansion of access requires clinical
performance to demonstrate true value and gain acceptable
reimbursement levels --plus suitable resources to sustain initiatives for
acceptable financial returns
24. For ongoing business and clinical healthcare industry
resources, please go to:
www.HealthcareMedicalPharmaceuticalDirectory.com
Healthcare
Medical
Pharmaceutical
Directory
.COM