23rd September 2021

The challenge

A UK pharmaceutical company with a diverse portfolio of unpromoted brands, wanted to better understand the potential to improve the performance of 6 brands in their portfolio, worth approximately £10m/yr.

With limited focus on the brands for several years, and internal resources focused on other portfolio needs, the company needed a complete external review to determine the best next steps.

The solution

Over six weeks, CHASE carried out a detailed analysis for the company including;

  • Analysis of the relevant UK sales data and formulary statuses for the brands and competition
  • Reviews of the commercial agreements in place with retail pharmacy, dispensing doctors, primary care and hospitals
  • Assessments of the national, regional and local guidelines and guidance status of the brands
  • Identification and assessment of new clinical data for the brands and competition

The outcomes

The external review identified growth opportunities for four of the brands

  • Two brands required targeted customer promotion
  • Retail pharmacy rebates for one brand were too high, with a potential upside of ~£100k/yr
  • Hospital pharmacy engagement was required for one brand, where use vs. the main competitor did not reflect the brand’s 1st line formulary position
  • CHASE is now working with the client to renew promotion of one of the brands reviewed