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Hot Topics

Pharmaceutical Sales Managers Group January 2007 David Fisher Commercial Director ABPI. Hot Topics. Hot Topics. Office of Fair Trading Market Study Distribution Health Select Committee enquiry into NICE Ministerial Industry Strategy Group. Organisation structure. The ABPI’s 7 Objectives.

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Hot Topics

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  1. Pharmaceutical Sales Managers Group January 2007 David Fisher Commercial Director ABPI Hot Topics

  2. Hot Topics • Office of Fair Trading Market Study • Distribution • Health Select Committee enquiry into NICE • Ministerial Industry Strategy Group

  3. Organisation structure

  4. The ABPI’s 7 Objectives • Improved access to and of medicines uptake • Increased patient engagement • The Code and the PMCPA….retain self regulation • Pricing and reimbursement ….The PPRS and the OFT • MHRA and Better Regulation • Improving the technology base in UK • Enhance the reputation of the Industry

  5. OFT: Does PPRS meet its objectives? • Secure the provision of safe and effective medicines for the NHS at reasonable prices • Promote a strong and profitable pharmaceutical industry capable of such sustained research and development expenditure as should lead to the future availability of new and improved medicines • Encourage the efficient and competitive development and supply of medicines to pharmaceutical markets in this and other countries

  6. OFT : ABPI Interactions • Series of meetings throughout 2006 • Three substantial written submissions • OFT briefings on Feb22nd • Publication in advance of this date? • Outcome?

  7. Potential OFT Outcome?? • Value based pricing concept • Pricing linked to the “value” of an individual medicine • Market entry….pricing linked to HTA? • More attention to comparative prices of in-market products? • 90 Day public consultation period

  8. PS…..National Audit office • Typical approach is to highlight potential savings from changes in prescribing patterns • Report due April • ABPI in dialogue, input to draft report • Opportunity….Rx efficiency vs Rx effectiveness

  9. “ Eli Lilly set to shake up UK drugs distribution…” Times 14/12/06 “ AZ plan for delivery of medicines triggers protest….” Times 13/12/06

  10. Quarterly reporting of product sales at list and net Disclosure of margin DH concerned about “effect on public purse”

  11. Distribution Changes • Opportunities and Threats? • A matter for individual companies • Unlikely to be “one size fits all” • Direct relationship with purchaser

  12. NICE: Health Select Committee • Focal point for Industry proposals • Multiple stakeholders • Probably differing views across Industry • Access Strategy Group to coordinate ABPI/Industry Position

  13. NICE/HTA: Some major themes • Significant negative reaction from patient groups to recent appraisals….patient power! • QALY…a precise science? • Manufacturers not included in appraisal hearings • Variable work output from External Review Groups • Appeal Process unsatisfactory • No means No……Yes means Maybe!

  14. Ministerial Industry Strategy Group • Government support for NHS/Industry partnerships • Diagnosis and proposals to address low/variable uptake of new medicines

  15. LTLS - Timeframe • Progress Report to MISG – 9 February 2006 • Work Programme for 2006 Agreed • Progress on Europe and Regulatory Groups – 18 May 2006 • Final Report to MISG – 1 November 2006 • Publication February 2007

  16. “Post Code Lottery” • Inequitable access to medicines/treatments • Political and Medical problem • Three HTA systems magnifies problem • UK lags behind continental Europe in uptake • Industry NHS “Partnerships” offer some solutions

  17. Long Term Conditions are a principal driver of healthcare cost Unplanned and expensive inpatient episodes The Information Centre, NHS

  18. Pharmaceuticals are part of the solution to better long term condition management • In all the above areas, pharmaceutical research has resulted in • New treatments for control or reversal • New formulations for easier/faster administration, better compliance • Improved tolerance, fewer complications

  19. Implications for salesforces

  20. 100% ‘Find and Treat’ Programmes could make a major impact Public Health Programmes More qualified clinicians ‘Find and treat targets’ incentives Diagnostic tools Therapy decision support NICE guidance reinforced Complaint investigated but not correctly diagnosed Diagnosed but untreated Treated but not optimally No contact with system In contact but no related complaint investigated Treated optimally Actual prevalence of disease

  21. Implications for fieldforces Flexibility in resourcing Collaborate AND Compete Source of knowledge and skill (not just money!) The patient must benefit

  22. In Summary • Longer Term Industry/Government relationships give room for optimism • Short term environment likely to become more negative • More pressure to demonstrate value for money of medicines

  23. Pharmaceutical Sales Managers Group January 2007 David Fisher Commercial Director ABPI dfisher@abpi.org.uk Questions and discussion

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