Silverscript coverage

Really?

 

Going to be a fun meeting and next few months. Unbelievable

 

This is the future of pharma sales. Whoever gives the drug away the cheapest will be the one on formulary. J&j decided to basically give away xarelto for free because they have. I other way to compete.

 

J&J and BI both cut their price. I guess its better to get a small profit or break even on a drug than not get anythjng at all. These patients are on the drug for life so the company makes its money regardless of price cuts.

 

So I guess access trumps sales. Just get covered and pull through will happen.

 

Its a simple as this. Managed care companies don't really care which one/s in the class are on formulary as they all have some benefits. They are running a business pure and simple and the lower cost of product means they get more profits. The days of a company demanding a higher prices because they think they have a better product are almost gone unless you can demonstrate the financial value going in your favor despite a higher price. Even if that data is available, most managed care companies are just looking at acquisition price.The company either has to play or be in a position that they can get the scripts without the formulary coverage. Now go get the business.

 

If price and access are equal, then best product and salesforce will prevail. If your product is more expensive and less available, you will struggle and loses market share.
Thanks Rita and upper management.

 

Rita is still there? Amazing! What a survivor.

 

And you're still on this board amazing

 

Horrible and clueless leader

 

Well, we could drop the price and improve access, and stop all IC payments to reps.

That would be one way to increase market share.

If you have a better drug with equivalent pricing and access, I'm not sure sales is that critical.

 

obviously said by someone not in sales

 

Here are the facts. Many customers to not believe there is ENOUGH of a difference to offset the cost. X is still better than Warfarin from the perspective of customers. Better cost for managed care= a good choice, they don't need to have the best choice. I'm guessing the account manager responsible for the contract wasn't able to convince them that the difference between products was enough to offset the cost. Case and point.

Our providers are working in offices/hospitals where they have to see too many patients and not enough time. They want something that's fast and easy and being on formulary is just that fast and easy. Get off your high horse, because you need a dose in reality.

 

So, how would that improve market share? Has that strategy ever been tried successfully before?
Eliquis is making hundreds of millions of dollars in profit, and you don't want to pay your salesforce any IC.

The salesforce's job is to generate scripts, that what were paid for and that is how our IC is calculated.
The stated goal of BMS CV, was to make Eliquis the market leader in the NOAC market. I guess that is until this year. When I sell, I try to have consideration for my customers and the patient. That is how I am successful (top 10% of the salesforce since launch), but my customers and patients will not remain loyal, if BMS has no consideration for them. Lets try to run this division in to the ground, you've got a pretty good start on that already.

By the way, how many market leading products lose formulary position? I guess it takes a lot of incompetence in high places, and BMS seems to have enough of that.

 

I agree with much of this. However in my 18 years, I have never met a rep who will claim their sales are anything but near the top.

 

Lost Silverscripts and Cigna Healthspring. How does this happen?