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Benefits of Attending
  • · Learn from leading experts in the field
  • · Understand the opportunities, threats and challenges in regional pricing
  • · Identify the key issues surrounding pricing and reimbursement
  • · Find out about the critical success factors in pricing
  • · Take advantage of the networking opportunities
  • · Meet the key decision makers
  • A unique opportunity to learn from leading industry experts including:

  • Dr Robert Freeman, Senior Director, Public Policy, AstraZeneca
  • Anita Burrell, Director, Global Health Economics and Research of Outcomes, Aventis
  • Dr Marion Bamberger, Senior Director, Economic & Government Affairs, Bristol-Myers Squibb
  • Prof Fabrizio Gianfrate, Vice President & General Manager, Fondazione SmithKline
  • Kate Lynch, Senior Manager, Economics & Industry Policy, Merck Sharp & Dohme
  • Chris Teale, Director, Health Economics, Reimbursement & Product Access, Allergan
  • Donald Macarthur, Secretary General, European Association of Euro-Pharmaceutical Companies (EAEPC)
  • Kees de Joncheere, Regional Adviser Pharmaceuticals, World Health Organisation (WHO/EURO)
  • Wouter Van Der Meer, Director, Strategic Change Services, PricewaterhouseCoopers
  • Conference programme

    8:30 Registration and Coffee

    9:00 Chairman's Opening Remarks

    Gary Johnson

    Gary Johnson, Managing Director, Inpharmation

    9:10 KEYNOTE

    Kathleen Hughes

    Kathleen Hughes, Principal, Covance

  • Setting the stage: why discuss pricing? - Drugs within the context of all health care goods and services - The fundamental tension: desire to maximise revenue versus cost containment pressures
  • Similarities and differences in the pricing environment around the world - Perspectives on the value of drugs
  • The practicalities of achieving the desired price - The factors that affect price - Potential problems that occur when dealing with pricing - Developing strategic pricing policies - How to establish pricing - Getting data to support the desired price - Other practical steps in obtaining the desired price
  • 9:40 THE ART OF PRICING IN THE PHARMACEUTICAL INDUSTRY

    Alia Karaouni

    Alia Karaouni, Principal, Strategic Change Services, IBM Business Consulting Services

  • Setting the price of a pharmaceutical product at launch
  • Evaluating the therapeutic market to define an appropriate pricing strategy
  • Examining different pricing structuring and price response strategies
  • Sustaining the price of the drug throughout its life-cycle
  • 10:20 CRITICAL SUCCESS FACTORS FOR THE ACHIEVEMENT OF DESIRED PRICING & REIMBURSEMENT OUTCOMES

    Chris Teale

    Chris Teale, Director, Health Economics, Reimbursement & Product Access, Allergan

  • Integrating the pricing and reimbursement perspective into the drug development process
  • Planning the 3 key stages: preparation, implementation, follow-up
  • Identifying and addressing the internal and external requirements: the importance of a differentiated multi-functional, multi-national approach
  • Defining and reconciling the global, regional and local pricing & reimbursement strategies
  • Understanding the relative roles of clinical evidence, (health) economic arguments and negotiation skills
  • Forecasting the timeliness and the outcomes (how long will it take? And what will we achieve?)
  • 11:00 Morning Coffee

    11:20 HEALTH ECONOMICS AS AN INPUT TO PRICING: DOES COST EFFECTIVENESS MATTER?

    Anita Burrell

    Anita Burrell, Director, Global Health Economics and Research of Outcomes, Aventis

  • What is cost effective? Are there accepted levels of additional cost per QALY etc?
  • Requirements for cost effectiveness data for pricing and reimbursement
  • Acceptability of modelling for price justification
  • Economic justification of prices – which indication, when
  • Country differences in cost effectiveness
  • Getting economic data from clinical trials

    Comparators and the effects of coming off patent

  • 12:00 GLOBAL PRICING AND MARKET ACCESS CHALLENGES

    Ed Schoonveld

    Ed Schoonveld, Executive Vice President, Cambridge Pharma

  • Global pricing environment today; an overview
  • Universal access to health care; HIV drug pricing issues
  • Push for global free trade; what will it mean for drugs?
  • Differential pricing: solution or not?
  • Access for elderly in the US; pharma’s Achilles heel?
  • How can drug companies deal with these issues?
  • 12:40 Lunch

    14:00 PRICING IN THE US

    Dr Robert Freeman

    Dr Robert Freeman, Senior Director, Public Policy, AstraZeneca

  • Comparing pricing strategies with other countries
  • Should the government control and influence the pricing of pharmaceutical products?
  • Similarities and differences between the North American and European pharmaceutical markets
  • What are the driving factors in the US market?
  • Direct government intervention to reduce prices of drugs
  • Current challenges
  • 14:40 CASE STUDY: FRANCE

    Dr Marion Bamberger

    Dr Marion Bamberger, Senior Director, Economic & Government Affairs, Bristol-Myers Squibb

  • Pricing and cost containment
  • Government pricing policies
  • Overcoming challenges
  • Pricing negotiation main hurdles
  • Price follow up throughout the life-cycle
  • 15:20 Afternoon Tea

    15:40 ITALY

    Prof Fabrizio Gianfrate

    Prof Fabrizio Gianfrate, Vice President & General Manager, Fondazione SmithKline

  • Pricing strategy
  • Launching product in different countries
  • Challenges faced
  • Government policies
  • Problems occurred with pricing guidelines
  • Overcoming challenges
  • 16:20 SPAIN

    Dr Jorge Mestre-Ferrandiz

    Dr Jorge Mestre-Ferrandiz, Industrial Economist, Office of Health Economics

    17:00 Chairman’s Closing Remarks and Close of Day One

    8:30 Re-registration and Coffee

    9:00 Chairman's Opening Remarks

    Kathleen Hughes

    Kathleen Hughes, Principal, Covance

    9:10 PRICING AND PARALLEL TRADE

    Janice Haigh

    Janice Haigh, Consultant, IMS Global Consulting

  • What price difference is sufficient for parallel trade?
  • What other factors are relevant?
  • How can you assess the impact of parallel trade on revenue and profits?
  • 9:40 WHAT HAVE PHARMACEUTICAL MANUFACTURERS GAINED FROM TRYING TO STOP PARALLEL TRADE?

    Donald Macarthur

    Donald Macarthur, Secretary General, European Association of Euro-Pharmaceutical Companies (EAEPC)

  • 30 years of failed attempts to obstruct free product movement
  • How the parallel trade industry has developed
  • Own goals by manufacturers
  • Impact on the distribution chain
  • 10:20 INTEGRATING PRICING AND REIMBURSEMENT NEEDS INTO DRUG DEVELOPMENT

    Cecil Nick

    Cecil Nick, Senior Regulatory Consultant, Parexel

  • Maximising value of the product
  • Choice of indication, comparator and target population
  • Obtaining clinical effectiveness data from regulatory studies
  • The need for specific health economics studies
  • Cost effectiveness considerations
  • 11:00 Morning Coffee

    11:20 PRICING COMMUNICATION: WHAT’S THE MESSAGE?

    Dr David Webster

    Dr David Webster, President, Webster Consulting Group

  • Current state of pharma’s image with the media and other key stakeholders
  • Traditional approaches to pricing communications and public relations
  • Why traditional approaches have failed
  • Effective strategies for pricing communication and public relations
  • 12:00 ECONOMIC MARKETING FOR NEW PHARMACEUTICAL PRODUCTS

    Caroline Schaefer

    Caroline Schaefer, Principal, Covance

  • The impact of price, reimbursement and other market factors on revenue potential
  • Considering market dynamics and economic drivers from the start of product development
  • Reflecting market economics in product positioning
  • Identifying and collecting adequate data to support the product’s value proposition
  • Addressing the information needs of key stakeholders who make resource allocation decisions
  • Case examples from the US and Europe
  • 12:40 Lunch

    14:00 SELECTING A PRICE BASED ON DOCTORS’, PAYERS’ AND PATIENTS’ PRICE RESPONSE FUNCTIONS

    Gary Johnson

    Gary Johnson, Managing Director, Inpharmation

  • What are the key product features that determine price sensitivity?
  • What are the key disease features that determine price sensitivity?
  • What are the key country specific features that determine price sensitivity?
  • What are the best techniques for estimating doctors’ response to price?
  • How can you estimate payers’ response to price when you can’t survey them?
  • Why research suggests that your most accurate forecast of price sensitivity
  • 14:40 PUBLIC POLICY PERSPECTIVES

    Kees de Joncheere

    Kees de Joncheere, Regional Adviser Pharmaceuticals, World Health Organisation (WHO/EURO)

  • Pricing and reimbursement challenges and policies in Europe
  • Squaring the circle of ensuring equitable access to medicines and “value for money”, while stimulating innovation
  • Implications of EU accession for Central and Eastern European countries
  • Are drugs affordable in CCEE?
  • Possible ways forward
  • 15:20 Afternoon Tea

    15:40 NEGOTIATING MARKET AND REIMBURSEMENT PRICES WITH NATIONAL AUTHORITIES

    Kate Lynch

    Kate Lynch, Senior Manager, Economics & Industry Policy, Merck Sharp & Dohme

  • Pricing regulation
  • Attributing value to products
  • Reference pricing – both theoretical and practical aspects
  • A drug’s ‘price life-cycle’
  • Intellectual property rights and pricing
  • 16:20 GOVERNMENTAL INFLUENCE

    Simon Harper

    Simon Harper, Solicitor, Lovells

  • NICE
  • Transparency Directive
  • Positive and negative listings in the UK
  • 17:00 Chairman's Closing Remarks and Close of Conference

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    Workshops

    Calculating the Optimal Global Price Policy
    Workshop

    Calculating the Optimal Global Price Policy

    The Hatton, at etc. venues
    23rd October 2002
    London, United Kingdom

    The Hatton, at etc. venues

    51/53 Hatton Garden
    London EC1N 8HN
    United Kingdom

    The Hatton, at etc. venues

    HOTEL BOOKING FORM

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    WHAT IS CPD?

    CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

    ‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

    CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

    Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

    CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.

    CPD AND PROFESSIONAL INSTITUTES

    There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

    For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

    CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.

    TYPICAL CPD SCHEMES AND RECORDING OF CPD (CPD points and hours)

    Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

    ‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

    ‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

    The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

    As a formal provider of CPD certified activities, SMI Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.

    GLOBAL CPD

    Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

    CPD Certificates

    We can provide a certificate for all our accredited events. To request a CPD certificate for a conference , workshop, master classes you have attended please email events@smi-online.co.uk

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