Analysis

Guess what? Third-party payers want the distribution of provider-administered specialty drugs to change. In particular, most would prefer that buy-and-bill fade away and be replaced by specialty pharmacy fulfillment.

This conclusion comes from the Zitter Health Insight's Managed Care Oncology Index, a survey of payers. The chart below highlights two significant findings:

• About one-quarter of provider-administered specialty pharmaceuticals are now fulfilled by specialty pharmacies, via the white bagging process.

• Payers would prefer that providers acquire most (57%) infused drugs from specialty pharmacies, instead of specialty distributors.

AmerisourceBergen Corporation’s Specialty Group and McKesson Specialty Health (a business unit of McKesson Corporation) generate more than 75% of total specialty product distribution revenues to physician office and clinics. This trend therefore has a big impact on their business.

Manufacturers should pay attention to this channel shift, because a bigger specialty pharmacy presence for infused drugs increases 340B liabilities and raises diversion risks.

Posted by Drug Channels Institute, an HMP Global company on Tuesday, September 17, 2013

Labels: 340B, Benefit Design, Specialty Drugs, Buy-and-Bill, Wholesalers, Channel Management

Co-pay cards and other offset programs remain controversial. About two years, the Pharmaceutical Care Management Association (PCMA), which represents pharmacy benefit managers (PBMs), started targeting these programs. (See PBMs Launch a New Attack on Copay Cards.) Defenders argue that co-pay offset programs don't increase utilization of higher-cost brand-name drugs and don't reduce generic usage, but do increase adherence. (See A Defense of Co-Pay Cards and A New Reality Check on Co- Pay Offset Programs.) Last week, I suggest that copayment offset programs for specialty drugs are becoming a roundabout way for payers to extract discounts from pharmaceutical manufacturers. (See How the Fourth Tier Coinsurance Boom Drives Copay Offset Programs.)

Given the topic's importance, I’m glad to see CBI launch a new event: the Coupon and Co-Pay Off-Set Strategy Summit. It's being held in Philadelphia on October 9 and 10.

Speakers will represent multiple perspectives, so it should be lively discussion. Speakers come from such companies as Allergan, AstraZeneca, Ironwood Pharmaceuticals, Johnson & Johnson, McKesson, Medical Marketing Economics, Physicians Interactive Holdings, PSKW, Relay Health, Source Marketing, Tufts University School of Medicine, Steward Heath - St Elizabeth's Medical Center, Warner Chilcott, Zitter Health Insights, and more.

Through September 27, Drug Channels readers can register with discount code COUPDC and save $400.* Thanks, CBI!

Posted by Drug Channels Institute, an HMP Global company on Monday, September 16, 2013

Labels: Sponsored Post

In August, my family and I spent a wonderful 9 days in a surprisingly sunny London. In addition to the usual tourist haunts, I visited a few Boots pharmacies. (Of course I did!) I gained valuable insight into a key overseas pharmacy player that is now part of Walgreens.

Below are my observations on how Boots compares with U.S. drugstore chains. From my photos, you’ll see some similarities but also very intriguing differences. And by publishing this post, I can convert my entire vacation into a business expense. (Shhh, don’t tell the IRS.)

Bonus: I’ve included a photo of my amazing visit to (full-size) Stonehenge. Drug Channels goes to 11!

Posted by Drug Channels Institute, an HMP Global company on Thursday, September 12, 2013

Labels: Pharmacy, International Drug Channels

Another one bites the dust! Walgreens continued its industry roll-up with today’s surprise acquisition of Kerr Drug’s retail drugstores and specialty pharmacy business. (Kerr is keeping its long-term care pharmacy business.) Here’s the press release: Walgreens to Acquire Kerr Drug’s Retail Drugstores and Specialty Pharmacy Business.

Kerr, a high-profile regional drugstore chain, adds only a small percentage to Walgreen’s revenues. (See the table below.) However, the deal boosts Walgreen’s North Carolina presence, where CVS is much larger. Kerr is also a good fit with Walgreen’s Well Experience strategy.

Kerr’s owners understand industry consolidation’s key rule: Get big, get focused, or get out. Winning in the retail pharmacy industry requires scale or differentiation. Otherwise, cash out gracefully.

Posted by Drug Channels Institute, an HMP Global company on Tuesday, September 10, 2013

Labels: Pharmacy, Mergers and Acquisitions

Since 2006, the Drug Channels blog has been helping thousands of people make sense of pharmaceutical economics and the drug distribution system.

Today, I’m delighted to tell you about Drug Channels Institute (DCI), a cool new service that my wife, Paula, and I created. Our mission is simple: to make you smarter. And we do it with invaluable industry content delivered via interactive, online learning.

Our e-learning modules are packed with information, yet easy to understand. They are an essential tool for building knowledge and results. Plus, you can get started quickly with our on-line hosted solution.

Read on for details. If you're curious, just click here to view two sample e-learning modules.

Posted by Drug Channels Institute, an HMP Global company on Monday, September 9, 2013

Labels: Sponsored Post

Today’s guest post is from Craig Sharp, Chief Editor at eyeforpharma.

Craig discusses the Key to Channel Integration and eyeforpharma’s Channel Integration Guide which is a major focus at the Multichannel Engagement USA conference on being held November 18-19, in Philadelphia, PA.

Check it out, especially if you want to learn more about integrating digital channels with traditional approaches.

Posted by Drug Channels Institute, an HMP Global company on Friday, September 6, 2013

Labels: Sponsored Post, Guest Post

The new 2013 Kaiser/HRET Employer Health Benefits Survey, released in August, highlights a troubling trend—the sharp growth in coinsurance for expensive specialty medications on the fourth tier of benefit plans.

Here are some pharmacy benefit highlights from this excellent survey of employer-sponsored health coverage at more than 2,000 companies:

• Three-tier plans remain the most common benefit design, but 25 percent of employees now have a plan with four or more tiers. Products on this top tier tend to be specialty drugs.

• Almost half of employees now face coinsurance (instead of copayments) for fourth-tier drugs.

• Coinsurance averages 32 percent of a drug’s cost, potentially creating large financial burdens for expensive drugs. However, most employees have maximum dollar limits on this coinsurance.

As I see it, the fourth-tier coinsurance boom is closely linked to copayment offset programs. With few formulary rebates available for specialty drugs, employers and their PBMs are daring manufacturers not to cover patients’ huge out-of-pocket costs. Thus, copayment offset programs for specialty drugs are becoming a roundabout way for payers to extract discounts from pharmaceutical manufacturers.

Read on for the tracks of my tiers.

Posted by Drug Channels Institute, an HMP Global company on Thursday, September 5, 2013

Labels: Specialty Drugs, Co-pay Offset Programs, Costs/Reimbursement, PBMs, Benefit Design

Back to work! Time to check in with the new Inc. 5000 list, Inc. magazine’s ranking of the 5,000 fastest-growing private companies. Once again, the list highlights the boom in specialty drug dispensing.

The 2013 Inc. 500 list, which is based on 2012 revenues, includes 12 specialty pharmacies. The pharmacies and their key stats are listed below, along with recent specialty forecasts. Diplomat Pharmacy again topped the specialty pharmacy list, with revenues of $1.1 billion, up 42% vs. 2011. The other 11 pharmacies had total revenues of $1.3 billion.

Pay attention: these companies are the vanguard of tomorrow’s pharmacy industry.

Posted by Drug Channels Institute, an HMP Global company on Tuesday, September 3, 2013

Labels: Specialty Drugs, Pharmacy

Here’s the latest conference for any Drug Channels readers with government business: CBI's VA DoD PHS Federal Pricing and Contracts for Bio/Pharmaceutical Companies. It will be held on November 21, 2013 at the Loews Hotel in Philadelphia, PA.

The top-notch speaking faculty includes government perspectives from the U.S. Government Accountability Office, U.S. Public Health Service (PHS), the Department of Veterans Affairs, and the Apexus/340B Prime Vendor Program. (Timely!) Industry insights will come from Amneal, Boehringer Ingelheim, Cornerstone Therapeutics, Horizon Pharma, Johnson and Johnson, Lilly, Pfizer, and Teva.

Drug Channels readers can register with promo code HBG345 by September 13 and save $300 on registration!

Posted by Drug Channels Institute, an HMP Global company on Monday, September 2, 2013

Labels: Sponsored Post

Time for my annual update on Drug Channels readers and traffic.

Thanks to everyone who took time to complete the 2013 Drug Channels Reader Survey. And thank you for the outpouring of thoughtful and kind comments about my seven-year experiment in social media. Below, I highlight some key content and site suggestions.

The Drug Channels blog has about 7,000 subscribers (via email, twitter, or RSS). Thanks to social media, email forwarding, and search engine traffic, many more people read the site each month. Drug Channels traffic averages about 50,000 page views per month, marking another year of 30% growth. See the chart below.

I’ll be on vacation until Labor Day, so no more updates for August. Drug Channels will return in September!

Posted by Drug Channels Institute, an HMP Global company on Thursday, August 22, 2013

Labels: Blog Administration