Alliance Life Sciences
Optimal Access Life Science Consulting Ltd.
Sanofi Pasteur MSD
Simon-Kucher & Partners
Simon-Kucher & Partners
Otsuka Pharmaceuticals Europe
Enkhjavkhlan Tsogtbaatar (Jay)
University of Pennsylvania
Baxter Healthcare SA
University of Groningen
The Neuromarketing Labs
Akceso Advisors AG
Global Forecasting Solutions (official partner of BEL)
Read the closing remarks from our moderator on the 2016 edition of the Life Sciences Pricing forum, that took place in Montreux on September 20-21, 2016.
‘It was a privilege and a pleasure for me to moderate this year’s EPP Life Science forum, and my sincere thanks to EPP and their partners, to our first class presenters and to all our engaged and enthusiastic participants for making this 6th forum such a great success. This year’s theme ‘Pricing under Pressure’ obviously resonated very strongly with all who attended, and stimulated
lots of high quality discussion, debate and ideas sharing among the participants from both pharma and MedTech.
The quality of the plenary presentations, the panel discussions and the breakout sessions this year
was consistently excellent, with industry leaders from across the globe tackling some of the most
fundamental pricing issues facing life sciences today. These ranged from the growing sophistication
and demands of payer systems, through the challenges of pricing innovative technologies and the most
effective ways to manage tendering, innovative contracting and using data analytics, right through to
optimizing pricing around loss of exclusivity and the usefulness of brain scanning technology in
determining perceived value and willingness to pay.
Having been challenged to make the most of this learning opportunity that had been developed by pricing specialists for pricing specialists, it was so rewarding to see how actively everyone got engaged throughout the event, with lots of great probing questions and challengers for the presenters, many thought-provoking omments and points of discussion in the panel discussions and breakout groups, and loads of sharing of information, ideas and experiences during the coffee and lunch breaks and during the very enjoyable evening cruise on lake Geneva.
It was also great to see how the forum provided a golden opportunity for old colleagues and professional acquaintances to catch up, and for all the participants to make new contacts and grow their networks.
We began the forum by everyone making a note of what he or she wanted to take away from the event. As we reviewed these towards the end of the two days, it became clear that the vast majority of the participants’ learning needs and expectations for the event had been met and, in many cases, surpassed.
Some of those key learning points included:
- The growing need for life sciences companies to be able to demonstrate and communicate the relevant value of their
products as solutions to meeting payers’ needs, in order to negotiate optimal prices.
- The limitations of the revenue potential of ‘emerging markets’ and the difficulties of optimizing pricing with systems that are sometimes not transparent or consistent
- The appropriateness and potential usefulness of ‘innovative’ pricing strategies as alternatives to traditional approaches, and how best to price different types of innovation in pharma and MedTech
- The importance of well designed price guidelines and indices in effective payer negotiations.
- The usefulness and the limitations of different types of analytics in effective pricing
- The evolving role of the strategic pricing function and how to meet both global and local needs with an effective tendering management system.
- The commercial importance of effectively managing pricing around loss of exclusivity
- The development and potential of neurophysiology and brain scanning techniques in determining optimal prices and willingness to pay.
At the end of the forum, and in subsequent emails and feedback, the majority of participants declared that the forum had met their needs and been a great success, with many adding that they were looking forward to coming again next year. I share their views, and can’t wait to join them!‘
Check for yourself! And join us next year for the 7th EPP Life Sciences Pricing Forum, scheduled on October 3-4, 2017. Hope to see you then again in Montreux.
|The outcome of the EPP Life Sciences Executive Briefing 2016 prior to the 6th EPP Life Sciences Pricing forum in 2016|
|To define the topics of each upcoming EPP Life Sciences Pricing Forum, the European Pricing forum invites top pricing experts to discuss the matters. Read the summary of the presentations and our conclusions from the Executive Briefing – organised in February 2016. In this published document from Neil Grubert, Prof. Smith (Bocconi and Hertfordshire University) and Florian Turk (GSK). These conclusions will form the basis for keynotes, breakout sessions, discussion and debate during the 6th EPP Life Sciences Pricing Forum.|
9 reasons why you should attend the coming EPP Life Sciences Pricing Forum in 2017
- Forum agenda topics fine-tuned with key industry influencers. Meet the Life Sciences steering committee.
- Get an exclusive first look at new research and survey data
- Interactive workshops with pharma/generics and medtech/biotechnology tracks
- Discuss, learn and challenge both strategic and tactical topics
- Learn from reflection on your own business reality and discover creative solutions to your challenges
- Face-to-face conversations with top industry experts and your pricing peers during the innovative and interactive forum formats
- Learn how to eliminate risk and enhance revenue growth
- Be a part of business critical conversations, taking your industry forward.
- Over 900 minutes of networking opportunities, including a free dinner and evening activity, offered by Highpoint Solutions
Who should be attending?
Every year again 100+ attendees gather to discuss and reflect on the latest pricing and market access trends, learn about best business practices and meet world’s best experts in pricing and profit optimisation. The EPP Life Science s Pricing Forum brings together leading practitioners and experts to discuss, reflect, network and share. The forum is tailored for value, know-how and a unique opportunity for key stakeholdes such as CFO/commercial controller/Pricing and market access leads and VPs /Commercial /Sales Ops /Marketing/CIOs/commercial IT
More info contact email@example.com or call +32/473.71.76.
This is an event you must attend!
1 BUILD RELATIONSHIPS
With more than 1000 minutes of network opportunity, you have plenty of time to connect with pricing colleagues from all over Europe.
We stimulate an atmosphere of discussion and interaction, the best way to learn.
3 LEARN FROM THE BEST
A carefully selected speaking team of top pricing professionals, all active within your industry. No general talk, but only to-the point and useful presentations.
4 REFLECT & PRACTICE
Reflect on your key priorities and how to make it really happen ! Translate your key learnings into real change.
As we are currently building the 2017 agenda for the EPP Life Sciences Pricing forum, please have a look at the agenda of 2016 as a reference.
The spotlight was turned on all the major pricing and profit optimisation issues that global organisations in Life Sciences are faced with right now.
This Forum focused on the industry’s need to optimise price, profit and revenue lifecycle processes.
Strategy and commercial outlook
A constant theme in the commercial environment is one of pricing pressure from payers. The conference will start with a look at how to defend and pushback against the challenges of the constant and increasing pressure of challenging healthcare budgets.
Planning for profit optimisation
A review of how to plan for optimal pricing and fair profits in an increasingly difficult environment.
Day two focused on the execution of pricing strategies in the increased challenges of the pricing world by focusing on everything from measuring to implementation.
Time to get your registration badge and a good cup of coffee
- Public pressures on drug companies
- Impact of US market changes
- Payer reactions to increasing number of high cost innovations
- Implications for industry
- How do we change the discussion: Some specific recommendations
Following our first keynote, we will have an animated panel discussion with the participation of all concerned parties: practitioners, payers and patients. You’ll certainly find some answers and insights here.
Challenges of Life Sciences Pricing in Emerging Markets
- Before pricing
- Ensuring essentials for meeting EMA and joint HTA standard
- Having the right data for economic modelling and pricing
- Snapshot overview of current pricing and reimbursement landscape in EU
- Pricing challenges
- Case study
- Open debate
• Price setting, Management and Optimization
- Create and update pricing guidelines for the overall product portfolio and across multiple geographies
- Manage the process complexity and allow for accurate control of price changes
• Predictive Analytics
- Implementation of forecasting algorithms based on real deal data, competitive intelligence, etc. to determine automated price suggestions and predict most probable revenue impact
- Advanced forecasting algorithms to predict potential revenue / profitability impact, deal winning probability and even suggest most appropriate price offer
• Strategy Execution
- Technological platform integrated with sales force tools (i.e. iPad) to enable real-time deal/rebate configuration and quote development
- Structured negotiation strategies and process to drive effective deal approval
A presentation on variations in stakeholder preferences between innovative pricing agreement types across the EU5
- Payer insights on resonance and ability to implement innovative agreements with different payer stakeholders in EU5
- What does the current spectrum of innovative pricing approaches used by payers today look like and how has the situation evolved
- Are payers willing to consider novel pricing approaches and does this vary by product, therapy area or Payer type
- What are the drivers and restraints to adoption of innovative pricing agreements?
Note: the presentation is from 13:30 – 14:15.
- Gaining competitive advantages through innovative contracting
- Charging for services through smart pricing
- Bringing economic value into the price negotiations
- Consideration when building Pricing Strategy and guidelines
- What to include and who to involve to ensure integrated Pricing Strategy?
- Governance system and Pricing Policy process: flexibility to ensure implementation optimization is key
- A choice for internal pricing tools, pros & cons
Price guidance during negotiations: getting the impact
Getting the value out of price guidance for your negotiators requires three things to be true: the guidance is appropriate, that influences negotiations, and that adapts to changing market conditions. During this presentation we’ll review all three steps, including the role of pricing systems to support these processes.
In an interactive session, we will brainstorm around the analytic tools we are using / should use or not to optimise our pricing strategies.
- International Reference Pricing, Launch Sequence Optimisation: still a gold standard?
- Managed entry agreements / advanced contracting modelling: the right way to address an outcomes-based world?
- Predictive analytics, real opportunities?
Loss of exclusivity puts significant pressure on the pricing of a product; however, there are a variety of strategic and tactical moves to manage the price pressure impacts of dealing with loss of exclusivity.
- What are the impacts of loss-of-exclusivity
- What strategies are firms using to extend portfolio life?
- What are tactical moves that can help minimize the impact of price pressures?
Closing remarks from the moderator and your invitation to join us for the evening activity!
European Pricing Platform and Highpoint Solutions are happy to invite you to this spectacular evening activity: a gourmet cruise on the Geneva Lake.
Take the opportunity to enjoy a delicious menu while discovering the landscapes of Lake Geneva. An unique perspective on : the Lavaux vineyards – UNESCO World Heritage and the Chillon Castle. The subtle combination of an escape to the lake and a fine dining experience.
- Patient Centricity in access to and pricing of pharmaceuticals is emerging as a must
- Payors across Europe additionally demand risk sharing with Pharma to be able to manage the exploding healthcare budget
- Managed Entry Agreements – MEAs – increasingly offer an opportunity to Pharma to ensure access with coverage to their therapies while managing the price corridor
- Efficient negotiations with good MEA’s can be a win-win for payors, patients and Pharma
How are price negotiations with authorities evolving? A payer’s view on price negotiations, with a view to how it should impact the approach that pharmaceutical companies should take to pricing.
- How to build drug price indices?
- Types of drug price indices
- Why pricing managers need drug price indices?
- Use of pricing indices in measuring negotiation effectiveness
- Shortcomings of future use of drug price indices
The evolving role of the Strategic Pricing function in Medtech – from understanding to capturing value through tendering
- Over recent years, the strategic pricing function has slowly but steadily become a recognized feature in many med tech companies, with a focus on understanding the value that products and solutions can deliver to our customers, defining the market positioning of the products and issuing guidance on how to price effectively.
- With a shift in the purchasing landscape, introduction of new policy and developments in technology, it is key that the pricing function expands its focus to support the execution of deals in order to capture and optimize returns for the company.
- Eur Directive 2014/24/EU presents significant opportunity for the industry if addressed correctly
- Advances in IT platforms to support E2E tender management should force this topic onto the Strategic Pricing agenda
Insights through Practical Experience and Benchmarks from the Industry
The ability to strategically and operationally address tendering in global markets continues to be of critical importance given increasing competitive factors in the industry.
Ruven Eul from HighPoint Solutions and Manish Sharma from Shire
will present their own experience addressing effectively the needs within tendering at both the local and global level. Our presenters will share insights and benchmarks gathered and studied from the pharmaceutical and medical device industry as part of this session.
- Develop services that improve outcomes and efficiency (risk profiling to predict crisis risk, improve clinical decisions and focus resourcing)
- Add service that enhances patient outcome beyond clinical trials – how to price technologies which improve adherence and clinical decision making
- Early price input on clinical trial to focus on those patients that achieve greater benefit
P&R for curative therapies/gene-therapies
- Cure as a paradigm shift in medicine
- Challenges of pricing a cure
- How to monetize a cure
- Innovative contracting for new therapies
- Unique payment models for a cure
- Once you complete segmenting your customers and understand the value your solutions create for each segment.
- After you quantify the created value and
- finally create pricing based on customer value created.
Your sales team still have to sell at the price you set. Do they understand how this price reflects the value created? Are they able to communicate this value and justify the price to customers? Value calculators are an invaluable tool to achieve this end.
- Profiting from the malleability of price perception
- How to benefit from a correct prediction of willingness-to-pay
- The relationship between quality and price
- Industry cases: How NeuroPricing® has optimized pricing strategies, price setting, and negotiations
The moderator – together with EPP – sums up the key take-aways from the last 2 days.
Contact Forum ProducerBritt Dejager
This is our speaker line-up of the 2016 edition of the EPP Life Sciences Pricing forum. If you would be interested to share your expertise or discuss with focus groups about your industry challenges for next year's edition,, please send your contact details and session suggestions to firstname.lastname@example.org.
“A conference really dedicated to Pricing”
Clotilde Noble, at Ferring Pharmaceuticals
Excellent conference with very interesting topics and excellent speakers. I attempted this conference two times and I would like to participate to the next one.
‘I enjoyed the opportunity to meet, listen to and network with pricing professionals.’
Raj Kanapathy, at Siemens Healthcare
I enjoyed the opportunity to meet, listen to and network with pricing professionals in the Life Science industry and would definitely recommend the experience to other pricing professionals.
“It’s much more lively and interactive!”
Madalina Preda, European Pricing Supervisor at Corning BV
It is much more lively and focussed on burning issues in the Life Science markets.
Meet pricing decision makers from:
> Grand Hotel Suisse Majestic – Be quick, a limited number of rooms available at EPP preferred rates!
This majestic 4 star hotel was originally built during the Belle Epoque in 1870 and entirely renovated in 2010. The hotel is just on the lakefront and so you get a phenomenal view of the lake, the promenade, the gardens and of course the snow capped mountains. The train station of Montreux is just opposite the Grand Hotel Suisse Majestic and there is easy access by car as well. A few steps away you can find the steamboat landing stage, the congress centre and the shopping area. Take a look at this inspiring hotel!
Isn’t this the ideal location for an inspiring pricing event?
Please note that we have a limited number of rooms at preferred rates at our disposal! So if you want to benefit from the preferred EPP rates for your overnight stay at this great hotel, contact Britt Dejager on email@example.com to book now!
Avenue des Alpes 45, 1820 Montreux, Zwitserland
+41 21 966 33 33 www.suisse-majestic.com
The easiest way to get to Montreux is to take the train from Geneva Airport direct to Montreux.
CHF 35.-/ 2nd class and CHF 62.-/ 1st class
There is a direct train every 20 minutes (http://www.sbb.ch/en/timetable.html )
The hotel is straight across the train station. A taxi will be about CHF 350.-
Detailed time schedule for the evening programme
- 17:50h Departure of the bus in front of the Suisse Majestic
- 18:30h Arrival in Lausanne Ouchy and walk to the boat pier
- 18:45h Departure of the boat and boat tour during 2 hours
- 21:00h Arrival of the boat and walk along the promenade in Ouchy
- 21:45h (approximately) Return Transfer to Hotel
- 22:15 Arrival in Montreux in front of the Suisse Majestic
European Pricing Platform® (EPP) and Founding Partner Alliance Life Sciences Announce the Upcoming 6th EPP Life Sciences Pricing Forum
“Developed by pricing people for pricing people, this one-of-a-kind event addresses today’s pricing challenges, and is designed to help pharmaceutical and medical device manufacturers adapt their strategies and business models to meet commercial and strategic objectives,” says Alan Crowther, CEO, Alliance Life Sciences
There is no substitute for experience! And Michael Herepath is indeed a very experienced market access specialist with a career spanning market access and pricing strategy consultancy, global and UK affiliate-level pharma market access leadership roles and as a senior payer in hospital pharmacy and healthcare executive roles.
- If you are a belgian based company (VAT required), please contact firstname.lastname@example.org to complete your registration.
- Click on the 'Show other payment options' to pay by bank transfer.
- EPP Members benefit from our preferred membership rates? Check out the conditions for membership at http://www.pricingplatform.eu/participate/becomeaparticipant/corporate-membership.html
- Once a registration is completed, tickets are transferable but never refundable. This applies to payments via invoice as well.