Mason Tenaglia

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?

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

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

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.

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