Entire Managed Markets and National Accounts Handbook

Contains all seven chapters and appendices A-T described below. Note: This is a large file and may take a moment to download (21.71 MB).

I. Introduction Updated: Fall 2008

II. Management Summary Updated: Fall 2008

Updated Fall 2008. This chapter includes new information on markets (see pages II-3, II-5 to II-7, II-17) and future scenarios (II-19). 

III. Market Generations Updated: Fall 2008

This chapter is an overview of 29 market segments updated Fall 2008 that purchase, distribute, retail, or influence the availability, price, and utilization of prescription pharmaceuticals.

IV. Future Scenarios Updated: Fall 2008

This chapter explores a mix of seven strategic scenarios updated Fall 2008, which HIRC believes could significantly impact the health care industry by the year by 2011 or ealier.

V. Customer Ratings

This chapter is a consensus opinion from 50+ executives at 26+ companies about the degree to which specific customers are able to move market share, implement disease management programs and value business relationships with manufacturers.

VI. Tactics and Strategies Updated: Spring 2008

Summarizes key trends, the results of the new Medicare Prescription Drug Plan panel (2008 and 2007), and customers' ratings of 40+ manufacturers and 20+ separate tactics and strategies in twelve managed markets.

VII. Headcount & Organization Survey Results

For the first time since 2005 the total numbers of managed markets headcounts increased and are now at levels comparable to the all time highs of 2004 and 2005. Headcounts in areas outside of dedicated managed markets units expanded sharply (25%) by 20.5 full-time equivalents (FTEs) per company due to the expansion of biotech companies, more reimbursement staff and new special field forces of account managers focused on hospital and medical groups. [more] Updated Winter 2008/2009

Market: HMO Pharmacy Directors Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to HMO Pharmacy Directors.

Market: Medicare PDP Pharmacy Directors Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Medicare PDP Pharmacy Directors.

Market: HMO Medical Directors Updated: Spring 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to HMO Medical Directors.

Market: Preferred Provider Organizations Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Preferred Provider Organizations.

Market: Pharmacy Benefit Management Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Pharmacy Benefit Management.

Market: State Medicaid Programs Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to State Medicaid Programs.

Market: Retail Drug Chains Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Retail Drug Chains.

Market: Hospital Chains and Systems Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Hospital Chains and Systems.

Market: Consultant Pharmacy Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Consultant Pharmacy or Institutional Pharmacy Providers, also referred to as Long Term Care pharmacy.

Market: Specialty Pharmacy Updated: Fall 2008

This specific "Market" section is a compendium of all HIRC reference book sections specific to Specialty Pharmacy.

Appendix A: List of Sources Updated: Fall 2008

Key magazines, journals and books updated Fall 2008

Appendix B: Roster of Key Conventions Updated: Fall 2008

Upcoming conventions updated Fall 2008

Appendix C: Hospital Pharmacy Directors Updated: Spring 2008

Appendix D: Consultant Pharmacy Directors Updated: Spring 2008

Appendix E: Department of Defense Updated: Spring 2008

Appendix F: HMO Pharmacy Directors Updated: Spring 2008

Appendix G: State Medicaid Updated: Spring 2008

Appendix H: Coalitions and Employers Updated: Spring 2008

Appendix I: Summary of NA Headcounts

Appendix J: Specialty Pharmacy Updated: Spring 2008

Appendix K: Disease Management Service Updated: Spring 2008

Appendix L: Retail Drug Chains Updated: Spring 2008

Appendix M: Preferred Provider Organizations Updated: Spring 2008

Appendix N: Pharmacy Benefit Managers Updated: Spring 2008

Appendix O: Convenient Care Clinics Updated: Spring 2008

Appendix P: Medicare PDP Updated: Spring 2008

Appendix Q: Consumer-Directed Health Care Updated: Spring 2008

Appendix R: Panelists' Quotes Updated: Spring 2008

Appendix S: Key Word Index Updated: Spring 2008

Appendix T: Medicare Part D Updated: Spring 2008

Appendix U: Patient Persistence, Compliance and Utilization Programs

This is a special report, based on 140+ interviews conducted by 15+ HIRC researchers in Spring 2008 across 16 market specific panels of pharmaceutical and medical executives from four HIRC research services.

Appendix V: Compendium of Verbatim Discussions with Panelists about Access Rebates, Contracting, and Manufacturers' Tactics

This is a special report, new in 2008, based on 140+ interviews conducted by HIRC researchers in Spring 2008 across four markets; IPA  HMO, PPO, PBM, and PDP.  Included are verbatim quotes by key decision makers in each market about contracting in general, access rebates, and company specific activities in particular.

PowerPoint: IV. Future Scenarios

PowerPoint slides presented at October 25 and November 7, 2007 webinar

Convenient Care Clinics: Webinar Replay

Replay this Webinar: 
In 2008 we took a look at a new market Convenient Care Clinics. This
Webinar features key findings by HIRC's analyst, Crystal Penn.

Convenient Care Clinics: PPTs

Download the PPTs