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:
- Mapping stakeholders in the formulary system in each country.
- Outlining the scheme of the formulary enlisting process.
- Review of the regulatory environment in each country's formulary system.
- Identification of national formulary commission members.
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.
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