It’s a competitive market for physicians’ attention—and your reps need to be presenting them with the most relevant, up to date information possible. You’ve nailed that on the content side, your reps always have the most up to date product and medical information to share. But what about the reimbursement side? Your copay program data can help.
Many physicians think they know what patients are paying at the register because they either hear the patient call them back and complain that the price is too high, or if they never hear from the patient, they assume the coverage was fine. But those are just a few data points and not reflective of the whole market. For example, they may assume that the local Blues plan has poor coverage because a patient complained, but it turns out that it was just that the patient was in their deductible.
Your patient access program can empower your reps to first identify physicians that are not prescribing, or those who have decreased prescribing your brand, and then use your copay program data to educate and provide them with the timely, accurate reimbursement information they need to help their patients get covered.
1. Understand and share the average price of your drug.
Your copay program data helps you share the average as well as the distribution of what patients paid at the pharmacy the week before. This can give the physician a much clearer picture about what is happening, rather than drawing conclusions based on outliers.
For example, let’s say a Dr. Brooks says to one of your sales reps, “Every time I am prescribing Brand X, my patients walk away because it’s too expensive.” Your copay program data can allow your rep to go back and explain that 95% of his patients are paying $35 for their scripts. Those paying $75 copays are the exceptions, not the rule.
Or, proactively, maybe there is a physician that your rep already knows prescribes based on price. Your patient access data can provide a report on the average amount that a patient will pay for your brand—giving him the peace of mind to prescribe from the outset.
2. Use pharmacy level data from your copay program.
Additionally, you can aggregate data to identify pharmacies in their neighborhood that take more time to help patients process copay card offers, which can in turn help them get better coverage. It is also helpful to track patients that walked away through reversal data at the pharmacy level. This gives managers and reps the ability to dig in deeper to what may be breaking down by working with the staff and provider. Was it a pre-authorization issue or a cost issue? This allows for a better understanding and therefore a better plan to get a better outcome.
3. Update and share copay program data regularly.
While other access or sales data may be delayed, your copay card data is updated daily, enabling reps to tell physicians exactly what their coverage looked like the week before. By working with your marketing and MLR team, you can even create visuals based on this information to enable the field force to share the information with them regularly.
Information is power—make sure your reps have the information they need to support their physicians in the field. Your copay program can be effective in your overall patient engagement strategy.
Learn more about how Truveris can help improve your patient access program.