CHAPEL HILL, N.C., May 20, 2011 /PRNewswire/ — Managed
care formulary access is critical to a new pharmaceutical product,
but a formulary win isn’t enough anymore. Beyond formulary
placement, a new brand’s long-tem commercial success is tied to
effective pull-through programs and processes to increase market
share after the contract is signed.
To help organizations create and maintain effective pull-through
programs and processes, Best Practices, LLC has published a study,
“Managed Care
Pull-Through Excellence: From Formulary Access to Increased Market
Share.” This timely research identifies quantitative benchmarks
and qualitative insights that will help sales and brand leaders
understand how to build an effective pull-through program and
leverage Managed Care contracts to generate pharmaceutical product
sales.
The term “pull-through” is defined in this study as an
integrated process aimed at increasing market share and generating
sales for a specific product within a given time
frame. Pull-through programs are formal agreements between
pharmaceutical companies and managed care accounts that specify
product utilization targets, messaging themes and support
programs.
The report is organized into five sections:
- Executive Summary: The executive summary explains the
survey objective and methodology, identifies participating
companies, provides definitions, and reports key findings and
insights. - Building an Effective Pull-Through Operation: This
section discusses how companies establish structures and processes
that optimize pull-through. Areas covered include pull-through
leadership, planning, training, staff roles, cross-channel and
cross-functional collaboration, internal communications processes
and tools, use of templates, effectiveness metrics, and trends in
budget and staffing levels. - Pull-Through i
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