Award-winning McKesson Patient Relationship Solutions on display at McKesson ideaShare 2013
SCOTTSDALE, Ariz. — One of the greatest challenges facing the pharmaceutical industry today is medication non-adherence — a fact that has not gone unnoticed by McKesson.
A variety of pharmacy-based solutions, designed to help pharmacy owners drive better results both from a patient outcomes and a profitability standpoint by offering services that promote long-term adherence and opportunities for patients to enroll in clinical trials, will be on display for ideaShare attendees through McKesson’s Clinical Services network.
These types of services and solutions recently drew praise from the Center for Business Intelligence, which recognized McKesson Patient Relationship Solutions in April at its 12th Annual Patient Adherence and Support Summit. McKesson earned the Strategic Patient Adherence Award for its Pharmacy Intervention Program — Diabetes Platform.
“While the benefits of pharmacy-based, patient adherence support programs are recognized by patients, healthcare providers and manufacturers alike, the industry has struggled to implement successful models that scale across various pharmacy segments, largely due to disparate technology and the complexity of recruiting and training participants,” stated Stacey Irving, VP of strategic channel solutions for McKesson. “Our adherence and disease state knowledge, pharmacy relationships and proprietary coaching program make McKesson uniquely positioned to implement a pharmacy-based behavioral coaching program.”
The Strategic Patient Adherence Awards recognize excellence in adherence programs, acknowledging thought leaders who bring new solutions to the table to address the problem of non-adherence. The medication adherence programs awarded are proven to improve adherence rates, introduce innovative solutions to engage/motivate patients, or are breaking new ground in creating a scientific foundation for future adherence programs.
McKesson’s Pharmacy Intervention Program — Diabetes Platform is designed to expand patient access to one-on-one behavioral coaching from their retail pharmacists to improve medication adherence and ultimately achieve better patient health.
During the course of the targeted, face-to-face coaching sessions, which last for five minutes, pharmacists use open-ended questions to help patients identify their current barriers to success and their motivation for being adherent. These sessions help solidify a partnership between the patient and the pharmacist in order to develop a personalized plan for success as well as a follow-up session at the patient’s next prescription refill.
The Pharmacy Intervention Program found that patients who received face-to-face behavioral coaching showed significant adherence benefits across a variety of brands in the diabetes therapeutic class.
In fact, results from its diabetes portfolio of programs illustrated that patients who received face-to-face behavioral coaching showed an average of four incremental refills over 12 months, and adherence improved by 25%. These gains were achieved both through increased compliance (patients who received coaching returned earlier to fill their diabetes prescriptions) and persistence (patients who received coaching stayed on therapy longer). Furthermore, studies showed sustained adherence impact for these patients through the 18-month mark, demonstrating true health behavior change.
In the United States, adherence rates for chronic medications average only 50%, with one-third of all prescribed medications going unfilled. This lack of adherence not only accounts for 125,000 deaths annually in the United States, but also costs the global pharmaceutical industry an estimated $30 billion per year.
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Study: CPG companies might not be converting data into asset
NEW YORK — Consumer packaged goods companies have invested heavily in technology platforms to improve their trade promotion performance but may lack the talent or business proceeds to capitalize on those investments, according to a new study from Accenture.
Accenture’s Perfect Promotion Survey, based on interviews with 350 senior executives at large CPG companies, found that 61% of respondents believe their technology investments have produced a wealth of data that can help improve their trade promotion performance but they lack the talent needed to put the data to its most effective use and boost the return on their analytics investment. In fact, 1-in-5 executives (21%) admit that they trust their intuition more than the available data to make trade promotion-related decisions.
The study also reveals that CPG companies have changed their trade promotion investments since the start of the economic downturn in 2008. According to the study, 71% of CPG companies have increased their trade promotion spending in response to the economic downturn — 23% by more than one. Many executives participating in the study believe the additional investment has delivered additional value: 27% believe their return on investment, or ROI, has increased by more than a quarter since the downturn, while 16% believe that their ROI has declined.
Slightly more than half (53%) believe their company’s trade promotion performance is good, but could be improved. However, 28% believe it to be either “totally ineffective” or in need of significant improvement, and only 19% view their trade promotion performance as industry leading.
“The right approach to trade promotions is to blend leading edge technology with outstanding talent and make better use of predictive analytics and greater process integration across the business,” said Ed Stark, a managing director in Accenture’s Consumer Goods & Services practice. “In many cases, the heroic efforts of individuals in CPG companies can hide many of the failings of their trade promotion efforts, and the successes that are achieved often occur in spite of, not because of, the tools, talent and processes at their disposal.”
According to the survey, most respondents identify predictive analytics as a critical tool for improving trade promotion performance. More than half (54%) view predictive analytics as important or very important for companies seeking improvements in this area, and 56% rated predictive analytics as being very desirable or the most desirable way for their company to improve its trade promotion efforts. However, a significant number (24%) believe predictive analytics has limited importance. “We have detected a strong feeling that companies are not making the most of the data that their technology investments have generated, and, perhaps more worrisome, a large proportion of our survey respondents do not trust the data,” said Alex Kushnir, a managing director in Accenture’s Consumer Goods & Services practice.
Other key findings from the study included:
- The volatile economic climate has encouraged two-thirds (66%) of CPG companies to switch more than one-quarter of their trade promotion spend to digital channels, and 20% expect to shift more than half of their trade promotion dollars to digital channels during 2013.
- 28% identified closer collaboration with retailers as being crucial to improving their trade promotions initiatives.
- 43% of CPG companies believe that greater integration is required between the business functions involved in the trade promotion process.
- 66% would consider outsourcing all or part of their trade promotion process.
- The same proportion (66%) would use outsourced talent to help analyze and help them better understand their data.
- 55% would outsource to help leverage the data they have captured.
Pharmacists praise enactment of Texas bills providing for fair pharmacy audits and pricing transparency
ALEXANDRIA, Va. — The National Community Pharmacists Association commended Texas Gov. Rick Perry for signing into law two significant pieces of legislation in support of Texas small business independent community pharmacies: HB 1358, legislation that provides common sense standards to pharmacy audits conducted by pharmacy benefit managers, and SB 1106, which provides transparency in generic maximum allowable costs, or MACs, for Medicaid plans.
With the governor’s signature, Texas becomes the 25th state to enact legislation intended to focus pharmacy audits on uncovering fraud and the fourth to enact MAC transparency.
"NCPA is extremely grateful for all of the hard work of everyone who brought this legislation to fruition, especially Michael Wright, executive director of the Texas Pharmacy Business Council, for his stellar leadership,” said B. Douglas Hoey, NCPA CEO. “With Gov. Perry’s signature, half of all states have recognized the challenges independent pharmacies face with PBM audits and the need for statutory standards. Additionally, Texas becomes the fourth state to ensure independent pharmacies receive some predictability in how they will be reimbursed for generic medications. For independent pharmacies, this is of great importance since 80% of the medications they dispense are generics.”
Hoey continued, “There are more than 1,500 small business independent community pharmacies in the state of Texas. These small businesses provide local jobs and add to the tax bases of their communities. Statistics show that for every dollar spent at a local small business, 68 cents of that remains in the community. This legislation ensures these revenues remain in the community and are not siphoned off by large out-of-state entities.”
Michael Wright added, “Thanks to the hard work of our pharmacists here in Texas, fair audit reform and MAC transparency have been enacted. This legislation allows our pharmacists to focus more attention on patient health and obtaining positive outcomes on their behalf rather than justifying minor clerical errors to the PBMs. This also provides a modicum of transparency in how pharmacies will be reimbursed for dispensing lower-cost generic medications. We are thankful to the legislature and to Gov. Perry for recognizing the necessity of these measures and enacting these common-sense reforms for small business independent pharmacies that many of our fellow Texans rely on for their healthcare needs.”
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