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Description
Mind Map by peter.winters, updated more than 1 year ago
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Created by peter.winters
about 11 years ago
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Value Based Pricing in Pharma
- #1 Key pricing principles with pharma case study
examples
- Saying 'no'
- Endowment
effect
- Segmentation
- Hurdles to switching
- Brand equity
- Segmentation
- Bundling
- Integrated health solutions
- Integrated health solutions
- Selling on value
- Differential pricing
- Wilingness-to-pay
- Profiling
- Using
distribution
channels
- Wilingness-to-pay
- Saying 'no'
- #2 What makes pharma different when it comes to pricing?
- Government v private payers v people
- Spending other people's money
- Perceived value & HTA
- Product lifecycle
management - generics v
biosimilars
- Great diversity of diseases
and technologies, and hence
pricing situations
- Current international interest in value
based pricing in pharmaceuticals, and
impact on me-toos
- International versus national issues,
reference pricing and parallel imports
- Multiple stakeholders and complex distribution
- High up-front investment
- DTC restrictions & brand building
- Government v private payers v people
- #3 Developing value based pricing strategies for your needs
- Research methods
- Collecting data & proper
interpretation of metrics
- Sales Support systems
- Focusing sales and marketing staff on value
- Right messages / arguments
- Set sales incentives well
- Right messages / arguments
- Avoid fear-based pricing
- Price elasticities
- Research methods
- #4 Current directions in pharma pricing
- Sophisticated conjoint methods
- Big Data
- Online ordering systems
- Sophisticated conjoint methods
- #5 Final Words
- Pricing is a creative scientific process
- Good pricing is about doing many things well
- Pricing is a core business skill
which can have a vast impact
to the bottom line
- Pricing is a creative scientific process
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