Artikel in der Fachpresse


Slight sales growth - over a million compression stockings from the pharmacy | December 13, 2017
The medical supply house has its domain with custom-fit compression stockings. However, standard products are still sold through the pharmacy. This article examines the current sales and sales development of compression products by product segment, compression class and manufacturer.


Clamping machines in demand: wound closure, surgical gloves and surgical cover sets in acute care hospitals | November 29, 2017
For some years acute care hospitals have been obliged to publish in quality reports the number of performed OPS procedures (operations and procedure keys). The currently available data from 2015 shows that a total of nearly 20 million procedures were performed in German hospitals during this period. A good nine out of ten operations took place with inpatient admission, in 8% of cases outpatient surgery was performed. Wound closure after surgery is done - except with classic sutures - even using staplers, where an increasing need to determine.


More medical products via the pharmacy mail-order business | November 28, 2017
The present article by IQVIATM (formerly QuintilesIMS) examines the sales and development of over-the-counter products (pharmaceuticals and health products, cosmetics, nutritional products, medical supplies) to and from Germany with regard to different product segments compared to on-premise and mail-order pharmacies.


Success factors for patient support programs | November 17, 2017
Inadequate adherence to therapy is one of the challenges in the German health care environment. Non-adherence has significant consequences. In this country alone, the resulting costs add up to an estimated 16 billion euros per year. Patient support programs can counteract this and contribute to overall successful therapy in patients.


Digital Media in Customer Address: What Doctors Want | November 15, 2017
Pharma Relations
The personal conversation between the pharmaceutical representative and the doctor or pharmacist continues to shape the business model in the pharmaceutical industry - even though the classic sales model has shown erosion in recent years due to growing competition and regulatory movements in the healthcare market. However, the potential of digital technologies is challenging the traditional distribution structures because they multiply the range of both communication channels and sources of information to create previously unknown opportunities for personalized interaction with customers. And perhaps even more important, digital media empower the recipient in the communication process in a way never before known. "Customer orientation" is no empty formula in the digital age, but the essence of successful customer contact.


Factors for a Successful Launch | November 13, 2017
market access & health policy
The next decade will be marked by a further focus on innovative specialty and niche products. Given this focus on dependence on a few key economies and ever-increasing cost pressures on physicians and even patients, it will become increasingly difficult for pharmaceutical companies to be commercially successful with new launches. In order to understand how a company can survive on the market, it requires comprehensive knowledge of the most important success drivers in the current launch environment.


In demand: Wound Closure, Surgical Gloves and Surgical Cover Sets in Acute Care Hospitals (in German) | October 18, 2017
Please read the following article (in German): For many years, acute care hospitals have been obliged to publish the number of performed OPS (operations and procedure keys) procedures. Current available data from 2015 shows that nearly 20 million procedures were performed in German hospitals during this period.


The Biologics Market in Transition  | September 22, 2017
Biologics are a growth market. Global sales have risen 42% in the last five years, accounting for a quarter of total pharmaceutical sales. This expanding market is now in a period of upheaval: on the one hand, a solid pipeline promises further expansion of the market and, on the other hand, early entry promising biosimilars substantially change the competition. Manufacturers and payers are required to adapt to the changing market in order to benefit from new potential.


Stable Market: Orthoses in Pharmacies and Clinics | September 9, 2017
Pharmacies and medical supply stores are contact points for patients who want to redeem prescriptions or buy orthoses for musculoskeletal system injuries on their own. In the twelve months from July 2016 to June 2017, 138,000 orthoses have been dispensed at pharmacies. This number has been relatively stable over the past five years. According to the the Lauer-Taxe, this corresponds to a turnover of about 3.4 million euros at wholesale prices.


Eindeutig wirksam - Regionale Steuerung der Arzneimittelversorgung fuktioniert | September 7, 2017
market access & health policy
Please read the following article (in German): Wirtschaftlich, qualitätsgesichert und bedarfsgerecht muss die Arzneimittelverordnung in der vertragsärztlichen Versorgung sein. Regionale Regulierungsinstrumente als wirtschaftliche Steuerungsmaßnahmen des Arzneimittelausgabenvolumens scheinen zu wirken. Allerdings zeigen sich hier erhebliche Unterschiede zwischen den einzelnen Kassenärztlichen Vereinigungen.


Social Media Listening: Unvcovering Patient's Needs | August 23, 2017
Conversations on social media can provide unprecedented insights about what patients genuinely think about treatments. Through social media listening programmes, pharma companies can now identify areas of unmet need and adapt processes to address them. Carina Mikolajczak examines the situation in Germany, and explains the opportunities available both there and beyond.


Navigating Difficult Waters: Global Sales in Pharmaceuticals are Approaching the Trillion Mark – A Differentiated Market Approach is Needed | August 08, 2017
Forecasting that, in 2020, global sales in pharmaceuticals will amount to around 1.4 trillion US dollars (1.3 trillion euros). This corresponds to an annual global growth rate of 4–7%. The five biggest EU markets (Germany, Britain, France, Italy and Spain) plus the USA, Canada and Japan together account for around two thirds of this growth.


Trends und Schlüsselfaktoren in der Arzneimittelversorgung | August 8, 2017
Forum für Gesundheitspolitik
Analysen zur Entwicklung des Arzneimittelmarktes zeigen einige zentrale Trends auf: Therapeutischer Fortschritt hilft Krankheiten zu heilen, Symptome zu mildern und Nebenwirkungen zu reduzieren. Krebserkrankungen werden vielfach chronisch, die Forschung auf dem Gebiet der Orphan Drugs hilft Menschen, die an seltenen Erkrankungen leiden. Dabei spielen Spezialtherapeutika eine zunehmende Rolle, und die Biotechnologie wird künftig auch bei Krankheiten mit hoher Prävalenz eingesetzt werden, die bisher mit „small molecules“ behandelt wurden. Die Etablierung neuer, teurer Therapien verursacht aber auch Kostensteigerungen, und das Ausgabenwachstum von 4,6 % im GKV-Markt im 1. Quartal 2017 resultiert primär aus strukturellen Verschiebungen der Verordnungen hin zu wenigen innovativen Präparategruppen. Folglich werden bestehende Regulierungsmaßnahmen intensiviert und neue bundesweit und regional eingeführt. Regional differierende Verordnungsmengen und -kosten beruhen daher nicht nur auf einer unterschiedlichen Morbiditätsstruktur, sondern hängen auch mit den verschiedenen Modellen der Kassenärztlichen Vereinigungen zur Verordnungssteuerung zusammen.


Incontinence Products on the Retail Pharmacy Market – Diversion in the Distribution Channel | July 8, 2017
Patients suffering from incontinence can obtain absorbent products or drainage systems through various channels. Some health insurance providers outsource the service of supplying their members. Some organise direct supply via their own dedicated logistics chain. This article deals exclusively with the retail pharmacy distribution channel in non-hospital community care.


Social Media Listening – Listening to the Patient Online | June 16, 2017
Planning and Analysis
Health is a big topic online. People look for advice and the ideas of others on illnesses, medicines or treatments – in blogs and forums and on social media platforms. The experiences and opinions put out there are direct, genuine and unadulterated. For pharmaceutical companies, they represent valuable information that has not been available up until now. Carina Mikolajczak from QuintilesIMS shows you how to use social media listening.


Bitter Exit for Importers - Brexit Means Changes for Parallel Trade in Pharmaceuticals in Europe | May 17, 2017
Britain is leaving the European Union. The application to leave the EU was handed in by Prime Minister Theresa May on 29 March 2017. This means the United Kingdom is set to leave the single market and the customs union. Britain will then no longer be a national market in the European Economic Area (EEA = European Union, Norway, Iceland and Liechtenstein). Participation in the EEA is, however, a precondition of European parallel trade, including trade in pharmaceuticals. Instead, the British government is looking to sign a free trade agreement. Negotiations on leaving the EU are due to be completed by October 2018.


Pills with Attachment | May 11, 2017
An increasing phenomenon is the emergence of pharmaceuticals companies with apps or other e-health applications. Almost weekly there are new joint ventures between Big Pharma and the IT sector. What lies behind all this? Is it about optimising clinical research or just about healthcare management? And how do doctors benefit? A snapshot survey..


Patient Support Services Need to be Evaluated and Systematically Optimized | April 12, 2017
Pharma Relations
In many cases, patient support services (PSS) currently suffer from a lack of funding. Often this is because they are unable to demonstrate their usefulness to patients and pharmaceutical companies. Improving PSS and demonstrating their benefits can only be achieved through structured evaluation strategies.


Dr. Gisela Maag