Pricing and Visibility
At a Glance
Company Type: Small Pharmaceutical/OTC Manufacturer
Challenge: -1% Full Year Declines
Results
+6% Full Year Sales Growth
Challenge
A client came to us with challenges in their prescription business. Their growth curve flattened over last twelve months with the latest two months experiencing declines.
1) Competitive pressures added to challenges with coverage.
2) Pharmacists switching their prescription to an alternative product due to more favorable reimbursement.
3) Many EMR platforms lacked visibility to manufacturer sku’s which impacted point of recommendation follow-though by the doctor.
Solution
US Drug and Device Register was brought in to help solve for prescription losses. We analyzed the pricing models/structures of client and competitive products. We also worked with the key payors under contract to understand their needs with disease management. Lastly, we analyzed the governmental editorial systems where reporting gaps were found. Based on insights gained from analysis, US Drug and Device Register recommended a change in their pricing model to create a win-win-win scenario for all parties thus reducing pharmacy switches. US Drug and Device Register also updated the information supplied to the data reporting agencies/compendiums/editorial systems which opened up visibility in the EMR systems.
Results
One-year post implementation this client saw its growth trends turn around. Prescription sales turned positive within the first 90 days. Full year results for this manufacturer ended with +6% vs prior year -1%.
Jumping Into New Channels
At a Glance
Company Type: Global CPG manufacturer with highly successful brands across many different channels (OTC/VMS/Beauty/HH/GM).
Challenge: Corporate directive to create long-term sustainable growth through new channel opportunities
Results
+56% Full Year Sales Growth
+27% 5-Year CAGR
Challenge
This Global CPG manufacturer was looking for new ways to drive incremental sales that were sustainable and scalable.
1) Healthcare was a key sector of interest for them due to higher margins. While healthcare was accretive to the corporate upside it still lagged behind total channel growth.
2) They saw some sales coming through unmanaged channel (Institutions).
3) They wanted to explore more but did not know where to start.
Solution
US Drug and Device Register was commissioned with driving short/long term solutions to driving sustainable revenue streams in channels that create incremental growth and that were scalable. US Drug and Device Register developed a 360-degree channel platform to deliver results through the Institutional Markets. This included securing distribution where gaps existed, focusing efforts around key accounts in three main classes of trade (hospital systems/long-term care/military), securing contracts and finally driving coverage awareness.
Results
One-year post implementation this client saw high double-digit growth numbers. These numbers continued while leveraging the support of US Drug and Device Register. First full year results +56% and +27% five-year CAGR. Brand teams were also able to leverage the success (#1 hospital recommended) and drive downstream revenue.