Weitere ähnliche Inhalte Ähnlich wie Warranty Management Excellence Measuring Performance through Product Return Data Report Summary (20) Mehr von Best Practices (20) Kürzlich hochgeladen (20) Warranty Management Excellence Measuring Performance through Product Return Data Report Summary1. Serving the Healthcare Needs of Employers
Employer Market Strategies and Tactics
Best Practices, LLC Benchmarking Report Summary
BEST PRACTICES, ®
LLC
2. Table of Contents
Project Overview
Key Insights
Detailed Study Findings
Appendix
Additional Quotes
About Best Practices
Copyright © Best Practices®, LLC 1 BEST PRACTICES,®
LLC
4. Project Methodology and Study Objectives
Research was conducted through a field survey and in-
depth interviews
Key study objectives
Benchmark how pharmaceutical companies organize their efforts
to approach the employer market
Identify common practices such as organizational patterns,
payment structures, and measures of success
Gain insight into trends, challenges, and lessons learned in
serving this market
Copyright © Best Practices®, LLC 3
BEST PRACTICES,®
LLC
5. List of Participating Companies
Representatives from 17 companies participated in this research. Respondents
claimed a median of 21 years experience in the biopharma and medical device
industries.
Alcon Labs GlaxoSmithKline
Abbott Labs Johnson & Johnson
Bayer Healthcare MediMedia
Boehringer Ingelheim Novartis
Beltone Electronic Novo Nordisk
Celgene Roche
Centocor Ortho Biotech Solvay Pharmaceuticals
Ethicon Endo-Surgery Ther-Rx Corporation
Genentech
Copyright © Best Practices®, LLC 4
BEST PRACTICES, ®
LLC
6. Job Titles of Participants
The range of titles suggests both the variety of structures in place for working with
employers and the differences in operations implied by these structures.
VP Director, Corporate Alliance
VP, Sales
VP, Employer Group Associate Director, Employers
VP, Sales Operations and Healthcare Area Director, Managed Markets
Management
Executive Director National Healthcare Executive
Director, Sales Sr. Employer Account Executive
Director, Managed Markets and
Healthcare Solutions Senior Manager
Director, Managed Markets and Market Manager, Managed Care
Strategic Customer Research
Director, National Strategic Alliance and Manager, Healthcare Programs
Accounts
Copyright © Best Practices®, LLC 5
BEST PRACTICES,®
LLC
8. Sample Finding: The Employer Market Opportunity
Employer Market executives and practitioners often exhibit a kind of missionary zeal
when talking about their work and the value of programs and initiatives directed at
employers.
The employer market represents an alternative and complementary
approach to the current commercial model
Another way to offset problems of reduced access
In keeping with new emphasis on payors, plans, and formularies
“It’s not about drug dispensing anymore; it’s about healthcare.”
As the “real” payers, employers are assuming a more active role in
healthcare decision making
“The writing was on the wall that employers, large employers, were
making significant decisions relative to the benefit designs that they have
and actually getting down to the product level.”
“Well, it's just follow the dollar, right? Basic economics. Healthcare costs
are not just a blip on their [employers’] P&L anymore. They're digging
into what they're paying for and what they're getting and seeing the costs
go up, but not necessarily what they're getting in return for it. Employer
market executives believe this is a critical area.”
Copyright © Best Practices®, LLC 7
BEST PRACTICES, ®
LLC
9. Sample Finding: Organizational Structure
EM Leadership Shares Resources with Managed Markets
An independent Employer Market leader coordinates activities with MM account
executives in the field and with internal stakeholders in Managed Markets, Sales, and
Marketing.
Marketing/Brand Managed Markets Sales
Leader Leader Leader
National Accounts Employer Market Regional Accounts
Director Director/Coordinator Director
National Accounts AE Regional Accounts AE
National Accounts AE Regional Accounts AE
National Accounts AE Regional Accounts AE
National Accounts AE Regional Accounts AE
Copyright © Best Practices®, LLC 8
BEST PRACTICES, ®
LLC
11. Oversight of Employer Market Group Varies Widely
Level/Title Department/Function
President, Strategic Marketing
Commercial Group Managed Care and Trade
VP
Managed Markets
VP
Managed Markets Sales
Corporate VP
U.S. Managed Markets
Area VP
Employer Segment
Executive Director
Employer Accounts
Director, Reimbursement
Strategy Strategic Accounts
Regional Director Channel and Contracting
n=8
n=8 Strategy
Q. To whom does the most senior person in the employer group report?
Copyright © Best Practices®, LLC 10
BEST PRACTICES,®
LLC
12. Large Employers and Coalitions Are Main Targets
Large employers
88%
(5,000 or more FTEs)
Medium employers
41%
(1,000 to 4,999 FTEs)
Small employers
18%
(Under 1,000 FTEs)
Employer coalitions 65%
n=17
0% 25% 50% 75% 100%
Q. Which types of employers does your company call upon? (multiple responses)
Copyright © Best Practices®, LLC 11
BEST PRACTICES, ®
LLC
13. Various Disease States Are Addressed
Companies address a full spectrum of disease states. The specific disease state(s)
discussed are normally determined by a given employer’s wants or needs.
Obesity 29% Other Disease States
Addressed Include:
Diabetes 29% • Asthma
• Allergy
Cancer 18% • Nasal
• Ophthalmic
Cardiovascular 18% • Optics
• Pain
Hypertension 18% • Migraine
• Hearing Loss
Smoking 18% • Metabolic Health
• COPD
Women's Health 12% • CKD
• IMID Diseases
Other 53% • Wellness and Prevention
• Vaccines
• Surgery
n=17 0% 20% 40% 60% 80% 100% • Surgical Solutions
• Consumer Brands
Q. Which disease states does your company focus on for employers?
(multiple responses)
Copyright © Best Practices®, LLC 12
BEST PRACTICES, ®
LLC
14. About Best Practices, LLC
Best Practices, LLC is a research and consulting firm that conducts work
based on the simple yet profound principle that organizations can chart a
course to superior economic performance by studying the best business
practices, operating tactics and winning strategies of world-class
companies.
Best Practices, LLC
6350 Quadrangle Drive, Suite 200, Chapel Hill, NC 27517
919-403-0251
best@best-in-class.com
www.best-in-class.com
Copyright © Best Practices®, LLC 13
BEST PRACTICES,®
LLC