HCM Marketplace

Did you know that pharmacy and medical spending on the long-term care population represents one of the fastest growth area for many managed care plans. Of the 150,000 members in Humana’s long-term care bucket, approximately 148,000 are enrolled in the company’s standalone PDP (as of June 2007). Costs for this population are two to three times higher than the retail setting—and managed care is waking up to this reality.

As the growth in the 65+ and 80+ population booms to 40.2 million by 2010—up from 32 million in 2004—is your product positioned to assist Medicare plans and your long-term care facility customers in managing this high-cost, high-risk population?

However, most pharmaceutical companies do not have dedicated LTC contracting for Medicare managed care plans. “This is a potential roadblock to access,” says Humana’s LTC manager Kenneth Tuell, RPh, CGP, an independent consultant pharmacist.

Presenting How to Access Long-Term Care: A report on managed  care, contracting and prescribing trends. This customer-driven intelligence report from HCPro, publishers of Contemporary Long-Term Care, offers the customer guidance and focus you need. The easy-to-read report features survey results, thought leader opinions, and emerging trends in long-term care relevant to prescribing, formularies, therapeutic switching, PDP strategy, and how pharmaceutical companies can penetrate this market.

The report contains:

1. An executive summary of the major conclusions, current and emerging trends
2. 10 figures in the survey section, including the 10 drug classes best positioned for increased sales via managed care PDPs
3. Guidance from LTC thought leaders on pharma product positioning
4. A 50-page PDF featuring actionable survey results of over 250 long-term nurses and 150 physicians on such topics as drug utilization, market share, prescribing and influence
5. An appendix featuring 11 bonus figures of key demographic data demonstrating the significance of the LTC market and key customers

Doctors and prescribers reference the following 73 drugs in this report:

• Abilify
• Actonel
• Aggrenox
• Albuterol
• Allanderm-T
• Ambien
• Amerge
• Aredia
• Aricept
• Axert
• Benicar
• Buspar
• Buspirone
• Calcitonin
• Celebrex
• Celexa
• Cimetidine
• Cognex
• Cozaar
• Crestor
• Cymbalta
• Depakote ER
• Diovan
• Dipyridamole
• Effexor
• Elavil
• Ergoloid Mesylates
• Forteo
• Fosamax
• Frova
• Granulex
• Isradipine
• Keppra
• Lamictal
• Lexapro
• Lipitor
• Lunesta
• Melatonin
• Mevacor
• Namenda
• Naprosyn
• Nardil
• Neurontin
• Niaspan
• Norvasc
• Oxycontin
• Panafil
• Parnate
• Persantine
• Plavix
• Pravastatin
• Prevacid
• Procardia
• Prozac
• Razadyne
• Relefin
• Relpax
• Rozerem
• Seroquel
• Sonata
• Starlix
• Tagamet
• Topamax
• Trental
• Trileptal
• Trazadone
• Xenaderm
• Zoloft
• Zomig

Additional benefits:

1. Details of managed care/Part D’s emerging decisions on spending on their LTC population
2. Quick to read emerging trends to help pharmaceutical companies and managed care plans understand the LTC market opportunity
3. Tactical recommendations for pharmaceutical companies on how to increase sales in the long-term market via managed care
4. Product rating assessing the impact of LTC regulation on drug sales/formulary

Key questions answered in this report:

1. What are some opportunities that will allow me to take advantage of prescribing trends and overcome prescribing barriers?
2. What are some strategies I can use to increase product access on a managed care formulary to help a plan manage its growing LTC population?
3. What emerging regulatory, marketplace, and reimbursement issues should I be concerned with and how can I be prepared to react to them?
4. What current formulary and utilization influences should I be aware of and what potential changes due to Part D will affect my ability to get reimbursed?

For more information on this report, call Maureen Croce 877/437-4276 or email: epharm@hcpro.com.

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