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New research reveals that product attributes are key to designing a post-generic strategy.
Nov 1, 2004
By:
Andrew Parece, MBA, Edward Tuttle, Anne Hector
Sometimes the loss of revenue from a branded drug can outweigh the royalty stream from an authorized generic.
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Systematically identifying price-sensitive segments and evaluating third-party contracts can help companies maximize profits.
Jun 1, 2002
By:
Andrew Parece, MBA, Shomik Mehndiratta, PhD, Peter Rankin, PhD
Pricing has never been more of a key issue for the industry than it is right now. Yet, even with the increased importance of pricing strategies, a lack of focus on critical market factors leads many manufacturers to forego profits or increase their vulnerability to aggressive payers. Aligning pricing and contracting can achieve a sustainable competitive advantage-if product managers objectively assess a product's clinical benefits and address two key questions:
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