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Pricing and Reimbursement in the Pharmaceutical Industry
21 October - 22 October 2002
Pricing and Reimbursement in the Pharmaceutical Industry
Benefits of Attending
  • · Learn from leading experts in the field
  • · Understand the opportunities, threats and challenges in regional pricing
  • · Identify the key issues surrounding pricing and reimbursement
  • · Find out about the critical success factors in pricing
  • · Take advantage of the networking opportunities
  • · Meet the key decision makers
  • A unique opportunity to learn from leading industry experts including:

  • Dr Robert Freeman, Senior Director, Public Policy, AstraZeneca
  • Anita Burrell, Director, Global Health Economics and Research of Outcomes, Aventis
  • Dr Marion Bamberger, Senior Director, Economic & Government Affairs, Bristol-Myers Squibb
  • Prof Fabrizio Gianfrate, Vice President & General Manager, Fondazione SAE Media GroupthKline
  • Kate Lynch, Senior Manager, Economics & Industry Policy, Merck Sharp & Dohme
  • Chris Teale, Director, Health Economics, Reimbursement & Product Access, Allergan
  • Donald Macarthur, Secretary General, European Association of Euro-Pharmaceutical Companies (EAEPC)
  • Kees de Joncheere, Regional Adviser Pharmaceuticals, World Health Organisation (WHO/EURO)
  • Wouter Van Der Meer, Director, Strategic Change Services, PricewaterhouseCoopers
  • Conference agenda

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    9:30

    Registration and Coffee

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    10:00

    The international pricing arena as a system

  • “Systemantics” – the unexpected behaviour of systems
  • How this can mislead in international pricing
  • Some of the key international interactions
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    10:30

    Reducing each country’s price-demand function to its strategic essence

  • Clear thinking and simplicity are key
  • How to estimate and capture…
  • Doctor demand
  • Payer demand
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    11:00

    Morning Coffee

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    11:15

    Making the countries interact to forecast the optimal international strategy

  • Linking countries for international referencing
  • Linking countries for parallel trade
  • Varying launch sequence and timing
  • Varying price
  • Simple case study demonstrating how to estimate an optimal strategy (narrow corridor, wide corridor, no corridor etc.)
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    12:15

    Discussion, questions and reviews

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    12:30

    Close of Executive Briefing

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    8:30

    Registration and Coffee

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    9:00

    Chairman's Opening Remarks

    Gary Johnson

    Gary Johnson, Managing Director, Inpharmation

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    9:10

    KEYNOTE

    Kathleen Hughes

    Kathleen Hughes, Principal, Covance

  • Setting the stage: why discuss pricing? - Drugs within the context of all health care goods and services - The fundamental tension: desire to maximise revenue versus cost containment pressures
  • Similarities and differences in the pricing environment around the world - Perspectives on the value of drugs
  • The practicalities of achieving the desired price - The factors that affect price - Potential problems that occur when dealing with pricing - Developing strategic pricing policies - How to establish pricing - Getting data to support the desired price - Other practical steps in obtaining the desired price
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    9:40

    THE ART OF PRICING IN THE PHARMACEUTICAL INDUSTRY

    Alia Karaouni

    Alia Karaouni, Principal, Strategic Change Services, IBM Business Consulting Services

  • Setting the price of a pharmaceutical product at launch
  • Evaluating the therapeutic market to define an appropriate pricing strategy
  • Examining different pricing structuring and price response strategies
  • Sustaining the price of the drug throughout its life-cycle
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    10:20

    CRITICAL SUCCESS FACTORS FOR THE ACHIEVEMENT OF DESIRED PRICING & REIMBURSEMENT OUTCOMES

    Chris Teale

    Chris Teale, Director, Health Economics, Reimbursement & Product Access, Allergan

  • Integrating the pricing and reimbursement perspective into the drug development process
  • Planning the 3 key stages: preparation, implementation, follow-up
  • Identifying and addressing the internal and external requirements: the importance of a differentiated multi-functional, multi-national approach
  • Defining and reconciling the global, regional and local pricing & reimbursement strategies
  • Understanding the relative roles of clinical evidence, (health) economic arguments and negotiation skills
  • Forecasting the timeliness and the outcomes (how long will it take? And what will we achieve?)
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    11:00

    Morning Coffee

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    11:20

    HEALTH ECONOMICS AS AN INPUT TO PRICING: DOES COST EFFECTIVENESS MATTER?

    Anita Burrell

    Anita Burrell, Director, Global Health Economics and Research of Outcomes, Aventis

  • What is cost effective? Are there accepted levels of additional cost per QALY etc?
  • Requirements for cost effectiveness data for pricing and reimbursement
  • Acceptability of modelling for price justification
  • Economic justification of prices – which indication, when
  • Country differences in cost effectiveness
  • Getting economic data from clinical trials

    Comparators and the effects of coming off patent

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    12:00

    GLOBAL PRICING AND MARKET ACCESS CHALLENGES

    Ed Schoonveld

    Ed Schoonveld, Executive Vice President, Cambridge Pharma

  • Global pricing environment today; an overview
  • Universal access to health care; HIV drug pricing issues
  • Push for global free trade; what will it mean for drugs?
  • Differential pricing: solution or not?
  • Access for elderly in the US; pharma’s Achilles heel?
  • How can drug companies deal with these issues?
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    12:40

    Lunch

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    14:00

    PRICING IN THE US

    Dr Robert Freeman

    Dr Robert Freeman, Senior Director, Public Policy, AstraZeneca

  • Comparing pricing strategies with other countries
  • Should the government control and influence the pricing of pharmaceutical products?
  • Similarities and differences between the North American and European pharmaceutical markets
  • What are the driving factors in the US market?
  • Direct government intervention to reduce prices of drugs
  • Current challenges
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    14:40

    CASE STUDY: FRANCE

    Dr Marion Bamberger

    Dr Marion Bamberger, Senior Director, Economic & Government Affairs, Bristol-Myers Squibb

  • Pricing and cost containment
  • Government pricing policies
  • Overcoming challenges
  • Pricing negotiation main hurdles
  • Price follow up throughout the life-cycle
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    15:20

    Afternoon Tea

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    15:40

    ITALY

    Prof Fabrizio Gianfrate

    Prof Fabrizio Gianfrate, Vice President & General Manager, Fondazione SmithKline

  • Pricing strategy
  • Launching product in different countries
  • Challenges faced
  • Government policies
  • Problems occurred with pricing guidelines
  • Overcoming challenges
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    16:20

    SPAIN

    Dr Jorge Mestre-Ferrandiz

    Dr Jorge Mestre-Ferrandiz, Industrial Economist, Office of Health Economics

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    17:00

    Chairman’s Closing Remarks and Close of Day One

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    8:30

    Re-registration and Coffee

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    9:00

    Chairman's Opening Remarks

    Kathleen Hughes

    Kathleen Hughes, Principal, Covance

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    9:10

    PRICING AND PARALLEL TRADE

    Janice Haigh

    Janice Haigh, Consultant, IMS Global Consulting

  • What price difference is sufficient for parallel trade?
  • What other factors are relevant?
  • How can you assess the impact of parallel trade on revenue and profits?
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    9:40

    WHAT HAVE PHARMACEUTICAL MANUFACTURERS GAINED FROM TRYING TO STOP PARALLEL TRADE?

    Donald Macarthur

    Donald Macarthur, Secretary General, European Association of Euro-Pharmaceutical Companies (EAEPC)

  • 30 years of failed attempts to obstruct free product movement
  • How the parallel trade industry has developed
  • Own goals by manufacturers
  • Impact on the distribution chain
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    10:20

    INTEGRATING PRICING AND REIMBURSEMENT NEEDS INTO DRUG DEVELOPMENT

    Cecil Nick

    Cecil Nick, Senior Regulatory Consultant, Parexel

  • Maximising value of the product
  • Choice of indication, comparator and target population
  • Obtaining clinical effectiveness data from regulatory studies
  • The need for specific health economics studies
  • Cost effectiveness considerations
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    11:00

    Morning Coffee

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    11:20

    PRICING COMMUNICATION: WHAT’S THE MESSAGE?

    Dr David Webster

    Dr David Webster, President, Webster Consulting Group

  • Current state of pharma’s image with the media and other key stakeholders
  • Traditional approaches to pricing communications and public relations
  • Why traditional approaches have failed
  • Effective strategies for pricing communication and public relations
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    12:00

    ECONOMIC MARKETING FOR NEW PHARMACEUTICAL PRODUCTS

    Caroline Schaefer

    Caroline Schaefer, Principal, Covance

  • The impact of price, reimbursement and other market factors on revenue potential
  • Considering market dynamics and economic drivers from the start of product development
  • Reflecting market economics in product positioning
  • Identifying and collecting adequate data to support the product’s value proposition
  • Addressing the information needs of key stakeholders who make resource allocation decisions
  • Case examples from the US and Europe
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    12:40

    Lunch

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    14:00

    SELECTING A PRICE BASED ON DOCTORS’, PAYERS’ AND PATIENTS’ PRICE RESPONSE FUNCTIONS

    Gary Johnson

    Gary Johnson, Managing Director, Inpharmation

  • What are the key product features that determine price sensitivity?
  • What are the key disease features that determine price sensitivity?
  • What are the key country specific features that determine price sensitivity?
  • What are the best techniques for estimating doctors’ response to price?
  • How can you estimate payers’ response to price when you can’t survey them?
  • Why research suggests that your most accurate forecast of price sensitivity
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    14:40

    PUBLIC POLICY PERSPECTIVES

    Kees de Joncheere

    Kees de Joncheere, Regional Adviser Pharmaceuticals, World Health Organisation (WHO/EURO)

  • Pricing and reimbursement challenges and policies in Europe
  • Squaring the circle of ensuring equitable access to medicines and “value for money”, while stimulating innovation
  • Implications of EU accession for Central and Eastern European countries
  • Are drugs affordable in CCEE?
  • Possible ways forward
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    15:20

    Afternoon Tea

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    15:40

    NEGOTIATING MARKET AND REIMBURSEMENT PRICES WITH NATIONAL AUTHORITIES

    Kate Lynch

    Kate Lynch, Senior Manager, Economics & Industry Policy, Merck Sharp & Dohme

  • Pricing regulation
  • Attributing value to products
  • Reference pricing – both theoretical and practical aspects
  • A drug’s ‘price life-cycle’
  • Intellectual property rights and pricing
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    16:20

    GOVERNMENTAL INFLUENCE

    Simon Harper

    Simon Harper, Solicitor, Lovells

  • NICE
  • Transparency Directive
  • Positive and negative listings in the UK
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    17:00

    Chairman's Closing Remarks and Close of Conference

    Workshops

    Calculating the Optimal Global Price Policy

    Calculating the Optimal Global Price Policy

    The Hatton, at etc. venues
    23 October 2002
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    The Hatton, at etc. venues

    51/53 Hatton Garden
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    United Kingdom

    The Hatton, at etc. venues

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