Issue link: http://osercommunicationsgroup.uberflip.com/i/858130
Chain Drugstore Daily 5 1 Monday, August 21, 2017 the PBM/Pharmacy relationship? DH: It is the age of the consumer. Customers across industries want to be in charge of what, where, when and how they receive information and purchase products. The healthcare consumer is no exception. The rise in consumerism is driving the growing retail-orientation in the healthcare industry with a focus on personalized sales and marketing. CDD: How do you think the industry should adjust to growing consumer desires? DH: I believe industry stakeholders must evolve their traditional business-to-busi- ness models by becoming more con- sumer centric. We must meet the chang- ing market with new and innovative solu- tions, focused on building long-term con- nections through multi-channel engage- ment solutions. CDD: How does MedImpact approach this growing shift? DH: Our business model is unique ─ we avoid conflicts by not owning fulfillment pharmacies, and we don't compete with retail chains for prescription dispensing. Typically, PBMs that own dispensing work toward shifting marketshare to their owned pharmacies including retail, mail and specialty pharmacies. As a PBM, we must provide options for retail, mail order and specialty, but the way we do it is different. In addition to optimizing patient access via our retail dispensing network, we offer an integfarated net- work solution for specialty and mail. We can also work with our pharmacy net- work to offer personalized, accessible MedImpact (Cont'd. from p. 1) content through patient-centric, multi- channel engagement. Through proactive, personalized engagement, our solutions are designed to help patients stay healthy or manage chronic conditions. CDD: How do you balance the patient need for personalization with the increas- ing rise of specialty drugs that require complex dispensing? DH: By 2019, 50 percent of drug spend is forecast to be in specialty. Our goal is to keep things simple for the growing population of patients using specialty medications. MedImpact focuses on con- trolling costs and utilization for specialty medications at the prescription level. This prescription-level utilization man- agement for specialty drugs centers on payer and patient alignment, ensuring these high-cost prescriptions balance plan guidelines and patient requirements. This past year, we've seen a rise in the application of utilization manage- ment tools for high-cost medications. As a PBM, our collaboration with retail pharmacies is essential to deploying these tools for better care. We work with our plan sponsors to develop for- mulary and utilization management strategies to achieve their unique goals, and we rely on our pharmacy network to help manage the dispensing per spec- ified guidelines. We also provide clini- cally focused programs to improve adherence and overall medication thera- py, including refill reminders, clinical surveillance and adherence programs – leading to personalized, patient-focused interventions. We work closely with our network to ensure patients have access to the medications and services they need. Visit MedImpact at booth #3617. complements TAGI's strategy to provide unique products and solutions to under- served customers. We encourage medical professionals and caregivers to reach out to us as partners to address unmet needs. Please visit us at booth #4715 to discuss how we expand product availability for patients. Generics equal availability, accessibility and affordability – how can TAGI Pharma help you?" Thomas L. Anderson, Executive President, TAGI Pharma What differentiates TAGI Pharma? "Our people and how we approach the market. We look for reasons why we can do business, not why we can't. TAGI's strength is derived from our understand- ing of the market, product quality, high service levels to customers and conscious sentiment of ultimately helping the patient. Availability, accessibility and affordability are three of TAGI's top pri- orities." Kenneth A. Harrington, Vice President of Sales and Marketing, TAGI Pharma TAGI Pharma (Cont'd. from p. 1) What is TAGI most excited about in the coming year? "Everyone at TAGI is excited about the release of our first injectable this year as part of our long term development strategy. We're expanding existing product lines and therapeutic categories within the next 12 months. TAGI's generic pharmaceutical launches increase availability, accessibility and affordability for everyone: the distribu- tion center, the pharmacy and the patient. Our continuously growing pipeline has over 16 new products expected to launch over the next few years. As TAGI continues to grow, we are very proud to be able to fulfill unmet needs and underserved cus- tomers." Robert A. Koopman, President and Chief Executive Officer, TAGI Pharma Visit TAGI Pharma at booth #4715. Visit www.tagipharma.com to view Tetrabenazine Tablets full prescribing information, which includes indications for use, additional important safety infor- mation and boxed warning. Uniweb combines resourceful design features with the latest technolo- gy to craft front-of-store and customer service areas for any size and décor style specification. Its 46-plus years of experience allows the company to engi- neer the model that meets all require- ments, while creating and beautifying space. Using its modular flex counters and UL-Listed, data ready panels, installers will have your service team attending to your customers in unprece- dented time, all while bringing the oper- ation in on budget. Uniweb works with design teams to lay out the custom, versatile space you desire. Uniweb maximizes space while increasing business volume. From check- out counters to customer service areas, it can develop, manufacture and help you install. It can even custom laser-cut prod- uct for unique displays. Uniweb's extensive fabrication abil- ities allow the company to construct whatever you can envision. The beauty of Uniweb's craftsmanship: as your needs change, so can your space. Uniweb components are reconfigurable and sim- Uniweb (Cont'd. from p. 1) ple to install. Counter sizes, placements and décor styles are virtually unlimited. Uniweb has what you need to give your store maximum utility with a fresh cus- tomer-centric appeal. Since Uniweb products debuted in 1970, the company has become a leader in retail and pharmacy fixturing by sup- porting a progressive culture in the desire to fabricate cost-effective adaptable, modular and portable displays. Whether it's new construction or a renovation, Uniweb offers a complete line of American Made fixture solutions. It will help you improve customer service flow, increase productivity, maintain security and add new technology, to give your staff and customers a superior environ- ment. If you've been considering a retail, office or pharmacy remodel, give this some thought. Uniweb counter and wall systems will solve your space details while delivering greater time and motion efficiency. Give them your challenge; Uniweb will draw the plan and build it. Visit Uniweb at booth #2631. For more information, call 800.486.4932 or go to www.uniwebinc.com. specialty/biotech drug manufacturers, wholesalers, generic companies and brand drug manufacturers. "We work as part of your team to transfer knowledge quickly so the value of each engagement continues long after we have completed an assignment," says Susan Lang, Xilang President and Chief Executive Officer. "We have some of the best experts and former executives in the pharmacy indus- try that have been on all sides of the mar- ket." "At Xilang, we win when our clients grow their business, improve their mar- ket position and increase their overall value in the pharmacy space," Lang says. "Our clients truly value the strategies we provide and routinely engage with us for multiple projects based on the value we can provide." "We assess your market position, create a new strategy and execute quick- Xilang Consulting (Cont'd. from p. 1) ly," she continues. "Our focus is value, supported by sophisticated analytics, that creates improved economics for you and your clients that drive growth." A different type of consulting serv- ice, Xilang has the ability to navigate a complex market and drive discussions to get to the best answer and right solution for its clients. "We custom design every strategy to fit your market position, vision and culture so you can achieve sustainable growth that drives financial value," Lang says. "Retail pharmacies, pharmacy benefit managers, specialty/biotech drug manufacturers, wholesalers, generic companies and brand drug manufacturers all have needs that call for our skills at devising strate- gies through discussion and debate that can withstand the challenges presented by a rapidly evolving marketplace." For more information, call 314.682.6110 or go to www.xilangconsulting.com. BETTER BUSINESS RESULTS By Patty Basche, Director, U.S. Client Services, Advantage Group International For more than 25 years, Advantage Group International has helped retailers and sup- pliers benchmark their performance ver- sus their competitors to uncover their strengths and opportunities. Our best-in- class analysis based on tens of thousands of comments from retailers and suppliers will help you identify the behaviors and traits to improve performance. There is a reason why more than 36,000 industry professionals at more than 500 retailers and suppliers in more than 40 countries use Advantage Report™ to measure and improve business performance. It works! Here's what our customers say: Retailer: "It was a wake-up call that we were not in the top tier, and we want to be. We realized that we are not an easy company to work with and need to be more transparent about how our suppli- ers' investment money is spent and uti- lized. We have a restructure that we are working on in order to get that right." Supplier: "We try to have detailed discus- sions with our retailers to understand how in the future we can better meet their expec- tations in areas where we had low rankings. We find that the following year, our ratings improve as a result." See what else our suppliers and retailers are saying about The Advantage Report and how it helped them to improve their collab- oration and results by visiting www.advan- tagegroup.com/testimonialvideos. For more information, visit www .advantagegroup.com or contact Patty Basche, Director, U.S. Client Services by calling 224.730.4198 or emailing pbasche@advantagegroup.com.