Issue link: http://osercommunicationsgroup.uberflip.com/i/562595
C h a i n D r u g s t o r e D a i l y 6 3 Tu e s d a y, A u g u s t 2 5 , 2 0 1 5 PAR PHARMACEUTICAL PROVIDES UNCOMPROMISING QUALITY Since 1978, Par Pharmaceutical has been at the forefront of developing, manufac- turing and distributing safe, innovative and cost-effective pharmaceuticals that help improve quality of life. Every week in America, more than one million pre- scriptions are dispensed. In return for the trust that is given, Par is committed to providing products of uncompromising quality, fulfilling its mission by deliver- ing value to customers, physicians and patients that so heavily rely on uncom- promising quality. Today, Par's sales place it among the top five generic pharmaceutical compa- nies in the United States, with Par manu- facturing, licensing and marketing more than 80 products, including innovative proprietary pharmaceuticals such as Nascobal ® Nasal Spray, Megace ® ES and Vasostrict ® injection. At Par Pharmaceutical, the most important resource is the talent and dedi- cation of its nearly 1,900 employees, each of whom is part of a culture that val- ues integrity, customer focus, teamwork and performance. In creating a climate that encourages collaboration, Par has become the partner of choice within its industry and built a diverse network of strategic partnerships with dozens of companies. Headquartered in Woodcliff Lake, New Jersey, Par has manufacturing and R&D facilities in Chestnut Ridge, New York; Irvine, California; Rochester, Michigan; Stratford, Connecticut; and Chennai, India. Since the begin- ning of 2012, Par Pharmaceutical has launched 45 new products while filing more than 60 abbreviated new drug applications. Par possesses one of the most promising new product pipelines in the generic drug industry, with almost 120 products awaiting FDA approval, including more than 30 first-to-files and nearly 100 other products in develop- ment. Par Pharmaceutical offers a line of high barrier-to-entry generic drugs, while Par Specialty Pharmaceuticals provides niche, innovative brands. Par Sterile Products develops, manufactures and markets both branded and generic aseptic injectable pharmaceuti- cals. In recent years, Par Pharmaceutical has introduced generic ver- sions of several major pharmaceutical products, including Lovaza ® , Exforge ® , Baraclude ® , Entocort EC ® , Luvox CR ® , Toprol-XL ® , Maxalt-MLT ® and the injectable Precedex ® . Large enough to maintain a signifi- cant trade presence, yet agile enough to provide maximum attention to cus- tomers, Par Pharmaceutical remains poised to continue its impressive track record of success by providing patients and customers with uncompromising quality and value for almost 40 years and beyond. DEVELOPING WINNING GO-TO-MARKET STRATEGIES An interview with Steve Valentino, Vice President, CROSSMARK Drug. CDD: What do you believe is the most effective strategic approach that suppliers should follow to win in today's market- place? SV: From our perspective, we feel the dynamics of today's market can best be addressed by adopting four key impera- tives: deliver a differentiated brand expe- rience, collaborate with channel partners in driving a differentiated brand experi- ence both online and offline, integrate demand and supply signals to optimize supply and distribution networks and reinvent processes and accelerate organi- zational agility to enable growth. CDD: What type of actions do you rec- ommend suppliers consider in order to develop successful go-to-market strate- gies? SV: We believe that profitable growth will be enabled by strongly embracing a more customer-centric model which includes six key actions: capturing and managing data to build a 360-degree view of the consumer and shop- per; developing abilities to inte- grate, manage and harmonize external and internal data; devel- oping capabilities to rapidly test and learn; applying analytics to develop insights and recommen- dations in order to put the shopper at the heart of all operations; delivering timely, tailored and seamless brand expe- riences across channels, including in- store, out-of-store and digital; and infus- ing and integrating information and insights in supporting systems and processes to drive enterprise-wide value. CDD: How does CROSSMARK help clients win in the marketplace? SV: CROSSMARK delivers solutions that help clients develop a smarter way to faster growth for their busi- ness. At the heart of our company are end end-to-end capabilities from "thought to bought," with an innovative business planning and go-to-market process, CROSSVIEW, that delivers better insights, better planning and better exe- cution. CROSSMARK has world-class capabilities in analytics and insights, shopper and experiential marketing and merchandising and execution. These enable us to provide thought leadership and bring our clients new solutions to solve for the challenges in our dynamic, ever-evolving environment. For more information, visit www.cross mark.com. PHARM/ALERT AND E-PHARM/ALERT RANKED HIGHEST IN TOTAL NON-JOURNAL READERSHIP /alert ® is a premiere full-service health- care communications company providing information and education to healthcare professionals. Programs include coopera- tive mail, custom mail, email, distribu- tion, editorial and research programs. /alert has full service capabilities in healthcare information and communica- tions that can help customers deliver a con- sistent message to a wide healthcare pro- fessional audience using the latest tech- nologies, including mobile technology. The company's brand name recogni- tion amongst pharmacists, physicians, NPs and PAs is strong and the Pharm/alert, a part of the /alert portfolio since 1976, has 130,000 pharmacists read Pharm/alert each month, research shows. In the 2014 Kantar study, Pharm/alert was ranked No. 1 in total non-journal readership. Pharm/alert research has direct access to over 100,000 retail and hospital pharmacists with a project turn-around time of five days or less. With Pharm/alert and E-Pharm/alert ranked highest in total non-journal read- ership there is little question on why using Pharm/alert Direct Mail will bene- fit customers all around. With more than 38 years of building a trusting relationship within the pharma- cy community, 89 percent of retail pharmacists surveyed are familiar with Pharm/alert Direct Mail and 78 percent recalled receiving at least one Pharm/alert within the last 60 days, according to Jobson Research, Pharmacist Study, September 2014. The effective utilization offered from its services can be seen from the fact that 82 percent of respondents indi- cated they normally read through the contents for important information and 42 percent share the contents with a col- league. Pharm/alert Direct Mail is best com- plemented with the timeliness and wide distribution of E-Pharm/alert whose results have industry leading open rates and deliverability with detailed metric reports provided after each campaign. In addition, the expertise in project manage- ment ensures quick and accu- rate deployment, A/B Subject line testing available, clients lists matching and much more. Most importantly, 91 percent of pharmacists sur- veyed are familiar with E-Pharm/alert and 69 percent of those pharmacists recalled receiving at least one E- Pharm/alert within the last 60 days. This coincides with its effective uti- lization of 82 percent of respondents indicating they normally read through the contents for important information and 22 percent filing select e-alerts for future reference. Looking to the future, Clinical/alert is a unique engagement tool for health- care providers that will be new in 2015. For more information, visit www.alert marketing.com or call 800.462.4546. learn about it happening. App-creator Mango Health looked at adherence by day of the week and found adherence varied widely. To more effectively impact adher- ence, programs need to be there at the time patients' adherence starts to falter so we can better impact behaviors. Given the complexity of medication non-adherence, a quick-fix, one-size fits all strategy to adherence is not the best approach. Companies should look to implement long-term, patient-centric and scalable solutions that are both high-impact and high-frequency. Studies show that a multi-faceted program is most effective. To simplify our evaluation of ROI, we'll focus on one tactic. Recent studies on adherence-enhancing packaging looked at effectiveness when used alone and when used as a foundation for a broader adherence program. This allows us to evaluate the individual and com- bined effect of this tactic. In a December 2013 report, Decision Resources found packaging is a consis- tently effective medication adherence Positive ROI (Cont'd. from p. 34) intervention strategy. In another study, a significant increase in adherence and per- sistence was found when additional on- pack educational communication was present, showing patients refilling their prescriptions five days sooner and stay- ing on their medication 22 days longer. Packaging can also serve as a foun- dation for and bolster other adherence initiatives, essentially becoming a con- duit to a broader adherence platform. Considering the patient interacts with the medication package every day, packag- ing is uniquely positioned to impact long-term behavior. The common thread is that multiple peer-reviewed studies demonstrate signifi- cant increases in length of therapy (LOT) and proportion of days covered (PDC) with medication adherence blister packaging. There are effective solutions that can drive the bottom line. We must build multi-faceted programs with long-term, patient-centric and scalable solutions that are both high-impact and high-frequency. For further information, visit MWV at www.mwv.com.