Beyond Pricing: Why Pharma needs a 360º view

Wednesday, May 12 2021 | 2:00 PM GMT

In the webinar “Beyond Pricing: Why Pharma needs a 360º view” you can learn more about:
  • List price vs. transaction price
  • How to maximize your profit
  • Gross-to-net calculations: How and why?
What is most important, the list price or transaction price? To effectively manage prices but also try to maximize your profit you need to go beyond the list price and have a holistic view to see all elements that will impact your profit. Regulatory changes, pricing pressures, reference pricing, ongoing market expansion, and emerging pricing methods are just a few of the factors that can affect your business.
During this webinar, we´ll also go beyond the traditional gross-to-net calculations that capture only basic information of how you get from list price to transaction price but that´s just it, the only show “HOW” you will give these incentives to your customers and show the value of strategic Gross-to-net based on “WHY” you are giving them. For example, consider the 2% discount you are offering. What is the intention of it? Do you want the distributor to keep that 2% or pass it along to the customer? The purposes in those two scenarios are completely different. It’s only when you can capture the WHY of your gross to net that you can run successful analytics. It’s also important to know what you can control and what you can’t. While a mandatory government rebate is not something you can control, you can determine how low you will price your product to win a bid. Again, this is why it’s important to understand both the HOW and the WHY of your gross to net. When you have all the information about what you can control and what you can’t, you’re able to make decisions that lead to more profitable actions.
Speaker: Sandra (Alejandra) Garitonandia, LS Industry Principal, EMEA

Sandra (Alejandra) Garitonandia

LS insdustry Principal





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