Market Access and Policy

An American pharmaceutical company looks for a high-potential therapy center and develops a hospital admission strategy for its targeted therapy medicine for malignant tumor

A famous foreign pharmaceutical company developed a new product as a targeted therapy medicine for malignant tumor. Although the company was still applying for clinical test for the product at the time, it began to keep an eye on important market in the malignant tumor curing field. Which areas, which cities and which hospitals? Where is the high-potential market of the targeted therapy in the field is distributed? How to introduce the product after finding a high-potential therapeutic center? As a medicine of high price, it is difficult to be included in the national directory of insured drugs. Then, is its official hospital admission flow hindered? If it is not admitted to the hospital, what else to do?

Our solution:

Step 1:

We established a mathematic model by using existing second-hand data and made an analysis in combination with the actual sales of related benchmarking products to locate 301 target hospitals which occupy 80% of the market share in the therapeutic field. Then, we made a field investigation on patient number, medical force and therapeutic method of the 301 hospitals to verify and modify the model based analysis result to shortlist top 70 high-potential therapeutic centers which cover 73.9% of all malignant tumor patients. 

Step 2:

We made an in-depth interview with key persons in the drug admission point of the top 70 high-potential therapeutic centers to sound out their attitude to hospital admission of tumor targeted medicine of high price.

Final solution:

we divided the top 70 high-potential therapeutic centers into patriarchic type, academic type and procedure type in accordance with key influencers of hospital admission and formulate different strategies in accordance with their different concerns.

We looked for the admission channel to each of the top 70 centers and came up with specific admission strategy.