Articles by Mason Tenaglia - Pharmaceutical Executive


Articles by Mason Tenaglia

The New Metrics of Market Success

Mar 3, 2014

Profitability now depends on metrics to help companies answer a key strategic question: "stay the course" with more investment in sales and marketing? Or "stand down" and deploy those scarce assets somewhere else?

Not Much Ado About the ACA

Oct 1, 2013

With key provisions of the Affordable Care Act set to launch this month, industry veteran Mason Tenaglia says the impact all depends on what you sell and where you sit.

Copay Cards and Coupons: Letting the Facts Get in the Way

Jan 1, 2012

Mason Tenaglia offers empirical defense of coupons and copay offset programs.

Out of Control

May 1, 2011

The pharmaceutical industry needs to use new and better data to accurately measure how much it is willing to invest in avoiding plan control

First, Do No Harm...

Jan 1, 2010

Designing and deploying company copay offset programs without devaluing the brand.

Inside the Doughnut Hole

Aug 1, 2008

An answer to your question: What does the Part D coverage gap do to drug sales?

No Margin for Error

Companies that will be forced to cut back on sales and marketing spending must focus on value, not volume. Here's how to reduce your spend where it matters the least.
Sep 1, 2005

When rebate strategies are coupled with sales force and DTC spending, it results in "margin-negative" business—that is, sales that bring in less than the marginal cost of selling, promoting, and manufacturing the drug.

From the Mouths of Babes

What big pharma companies can learn from the evolution of the infant formula business
Sep 1, 2004

The dynamic that drove the profits out of infant formula is about to be repeated—this time in pharma.


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