How a Specialist Drug Maker Ensures that its Travel Drug Program is Best In Class

Page | 1

How a Specialist Drug Maker Ensures that its Travel Drug Program is Best In Class

CASE STUDY

HOW A SPECIALIST DRUG MAKER ENSURES THAT ITS TRAVEL DRUG PROGRAM IS BEST IN CLASS WWW.FULD.COM

Have Drug, Will Travel?

In order to compete more effectively in the market, a maker of specialist drugs for chronic conditions, wanted to ensure that it offered a best-in-class support program for its patients when they traveled outside their home countries. Despite an almost complete absence of public information about this highly nuanced market niche, Fuld + Company was able to gain deep insights into the travel drug program of the client’s closest competitor.

Company Overview

http://www.fuld.com/


It’s Complicated Key Business Challenges

Travel drug programs are designed to make sure patients traveling abroad have access to their medications. These drugs require special handling, shipment across borders, and administration by healthcare professionals in the destination country. In jurisdictions where the drug may not have been approved, importation issues arise. Travelers must be assured a reliable supply of the medication and the equipment for administering it. Sites for administering the drugs must be identified and compensated, and out of pocket expenses for patients must be taken into consideration.



Lots of Players, Nuances, and No Information Key Business Challenges

The complex chain of drug supply and patient support involves many stakeholders. They include: patients, physicians, specialty pharmacies, patient advocacy groups, courier services to properly transport drugs, clinics for administering specialty drugs, as well as patient case managers in the country of origin, and destination countries. Multiply those stakeholders by the number of competitors pursuing highly nuanced programs. Factor in the absence of public information, and the enormous magnitude of the competitive and market intelligence challenge emerges.



A Complete Picture, A Clear Map, and Detailed Points of Comparison

The Fuld Approach

After quickly synthesizing what little public information was available, the Fuld team met the engagement’s unique challenges in the only way possible. We conducted exhaustive primary research with stakeholders in multiple countries and mapped the program of the client’s closest competitor. As a result, we were able to paint a complete picture, thereby providing the client with the ability to compare its own practices to those of the competitor.



A Reassuring Result Key Business Impact

Given so many complexities and nuances, the client gained valuable insights about all of the stakeholders involved, and about the many different practices in the various target countries – insights that can be leveraged to fine-tune the company’s own program. This was something it could not have learned in such an opaque and complex market without Fuld’s assistance. Now, instead of blindly throwing resources at the program, the company can confidently stay on course.



Coping with Complexity The Fuld Review

Many companies, like our client, find themselves operating in enormously complex environments that are often difficult to grasp fully. Nevertheless, they cannot simply retreat from the field, but must operate on untested assumptions about the competition. By working closely with the client, and taking a qualitative approach appropriate for such a nuanced problem, we were able to put those assumptions to the test. The client now has a clear picture of a very fluid and complex process.



Think a similar solution could work for your organization?

CONTACT US fuld.com/solutions


http://bit.ly/contact-LS



NORTH AMERICA

Global US Headquarters 131 Oliver Street , 3rd Floor | Boston, MA 02110 | USA | +1 617 492 5900

EUROPE London: 20 Conduit Street | London W1S 2XW | United Kingdom | +44 (0) 7659 6999

ASIA PACIFIC Manila: 3402 One Corporate Centre | Julia Vargas cor. Meralco Ave. | Ortigas Center, Pasig City | Philippines | +63 (0) 706 3292

About Fuld + Company

WHO WE ARE

Since 1979 Fuld + Company have pioneered competitive intelligence, and today we work with leading companies worldwide to deliver the competitive and market insights they need to make better business decisions. We don’t rest on our history and past successes. This means working hard to deliver uncompromising analysis that generates sound advice and earns us enduring partnerships with our clients.

WHY CHOOSE US

We are driven to expose our clients to insights about their industry, their competition and a changing market; designed to help avoid surprises and industry shocks. Through deep research, penetrating analysis and strategic gaming + advisory expertise, our team of professionals help you identify and solve tactical and strategic challenges. We help reduce the risks associated with business-critical decision making.

COMPETITIVE + MARKET INTELLIGENCE

Competitive + Brand Insights

War Games / Competitive Simulations

Market Analysis, Share + Sizing

Supply Chain Mapping

GO-TO-MARKET STRATEGY

Brand + Product Positioning / Launch Support

Product Portfolio Roadmap

New Market Entry / Segmentation

Value Chain Analysis

Life Cycle Management

Win / Loss Bid Support

CORPORATE STRATEGIC PLANNING

Early Warning + Scenario Planning

Sales Force Effectiveness

Merger/Acquisition + Licensing

Innovation Strategy

Business Model / Industry Convergence



http://www.fuld.com/services/




How a Specialist Drug Maker Ensures that its Travel Drug Program is Best In Class

Health & Medicine

Transcript of How a Specialist Drug Maker Ensures that its Travel Drug Program is Best In Class