Road-to-Market Study for 9 countries

Task:

Market access, pricing and reimbursement, and market intelligence insights on 9 countries

Task:

Market access, pricing and reimbursement, and market intelligence insights on 9 countries

Client:

Global consulting firm

Region:

9 CIS, South Caucasian & Central Asian countries

Promotion study:

Study of measures regulating sales and marketing activities established in each country.
Overview of general regulatory environments concerning promotional activities by pharmaceutical companies.

Demand forming study:

Overview of approaches of demand forming per each country.
Analysis of general strategies in hospital and retail segments aimed to form a demand at a particular level.

Deliverables:

Country-specific critical success factors in developing business in state-funded and out-of-pocket segments.
Market Access & Reimbursement detailed step-by-step roadmap.
Overview of all procedures concerning bringing a pharmaceutical market to hospital and retail consumers.

Reimbursement study:

Analysis of how the reimbursement model work in each country.
Identifying critical drivers makes an individual product qualify as a drug for reimbursement.

Pricing study:

Analysis of price regulations for hospital and retail segments.
Overview of price forming mechanisms, price mark-ups etc.
Identification of crucial price-forming factors per each supply chain segment.
Analysis of established pricing policies in public purchases.
Overview of general cost-containment measures and price reduction mechanisms induced by local governments.

Formulary study:

Public purchases/ state tenders study:

Building-up tender architectures for each country in focus.
Identifying products and therapeutic areas that are the primary focus for public purchases in each country.
Outlining the mechanisms and processes concerning participation in public purchases.
Analysis of preferential conditions for local manufacturers per each country.
Analysis of the regulatory environment in public purchases.
Outlining stakeholders in public purchases.

Project areas:

Price regulation measures and other essential regulations.
Analysis of business models utilized in each country in focus.
Pricing & Reimbursement landscapes.
National formulary systems.
Demand forming activities analysis.
Supply chain stakeholders overview.
Overview of the regulatory framework in market access and marketing authorization.
Summary of recent regulatory changes on the road-to-market pathway in each country.

Market analysis:

Outlining all key players across the pharmaceutical supply chain per country.
Analysis of online pharmacy channels where available.
Market analysis by segments: gastrointestinal, oncology, musculoskeletal, and aesthetics.
Analysis of market channels: retail, hospital (public tenders), and online (where available).

Business model analysis:

Identification of key success factors, decision-making processes, and decision criteria for OTC and Rx products per country.
Study of successful OTC product strategy examples per country.
Analysis of differences between wholesalers/distributors in each market regarding services they provide and supply chain infrastructure.
Understanding terms and conditions in partnerships with distributors and wholesalers.
Study of established practices of partnering with local pharmacy chains.
Elaboration of best practices for salesforce setup: team size and visiting frequency, team cost, etc.
Outlining roles of prescribers, HCPs, GPs, and pharmacists per type of drug per country.
Finding out key organizational capabilities to be successful in each market.
Study of "go-to-market" and marketing approaches in all countries.

Co-founder, Market Access Partner (Pharmac/Biopharma, MedTech, Digital Health)

Co-founder, Recruitment Partner (Pharma, Biotechnology, MedTech, Healthcare)

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