Pharma M&A activity rebounds in 2013

For an industry often characterized by its mega mergers of the late 2000s, it's no surprise that biopharma aggregate total M&A spend was in a six-year slump that reached a low point in 2012, according to figures released by Deloitte last year.

And in 2012, PriceWaterhouseCooper found deal spend was essentially flat (+1%). Now, a new PwC report shows that the downturn in spend may have been reversed in 2013.

According to data provided to PwC by Thomson Reuters, the pharmaceutical life science (PLS) industries (biotech, pharma, devices and diagnostics) saw deal value increase by $45 billion in 2013—a 45.8% increase from 2012.

The jump was helped by first-quarter deals like AbbVie's IPO and Pfizer's spin-off of its animal health segment, Zoetis. Pharma and life science IPOs overall were on the rise, too, with value up 11% and volume up 4% compared to 2012.

Two highlights from last year also propelled deal value:

Pharma Sales Forces Shift to Key Account Management

To respond to recent regulations and changes to the healthcare marketplace drug companies are implementing key account management (KAM) strategies to adapt their sales forces to the new challenges.

Formularies — especially in European countries but increasingly so in the US as well — have begun playing a larger role in determining which drugs end up in patients’ hands. Pharma companies therefore need to find a way to reach the administrators nurses and others involved with the process for deciding which treatments end up on the formulary.

Cutting Edge Information’s latest study “Pharmaceutical Sales Management: Sharpening Customer-Centric Strategies to Restore Access and Strengthen Relationships” found that for many companies key account managers fulfill this need.

Απολογισμός 9oυ Συνεδρίου Ελληνικής Εταιρείας Φαρμακευτικού Μarketing

Επιμόρφωση – Αναμόρφωση - Μεταμόρφωση και άλλα ουσιαστικά συμπεράσματα, κρίσιμα για την πορεία του φαρμακευτικού κλάδου είχαν την ευκαιρία να παρακολουθήσουν οι 800 και πλέον σύνεδροι του 9^ου Συνεδρίου Φαρμακευτικού Μάρκετινγκ που διοργάνωσε η Ελληνική Εταιρεία Φαρμακευτικού Μάρκετινγκ (Ε.Ε.Φα.Μ.).  

Ανάμεσα στους Έλληνες και ξένους εισηγητές ήταν οι Sarah Rickwood, Director IMS Europe Thought Leadership Team, Emiliano Gummati, Vice President Digital Engagement Solutions Cegedim Group, Carole De Bruyn, ICF Executive Certified Coach, Managing Director C Ways Group, Νίκος Μανιαδάκης, Αναπληρωτής Κοσμήτορας, Καθηγητής & Διευθυντής Τομέα Αρχών Οργάνωσης & Διοίκησης Υπηρεσιών Υγείας, Εθνική Σχολή Δημόσιας Υγείας, Δημήτρης Μπουραντάς, Καθηγητής Μάνατζμεντ, Οικονομικό Πανεπιστήμιο Αθηνών, Παναγιώτης Πατεράκης, Φαρμακοποιός ΕΟΠΥΥ, Τμήμα Φαρμακευτικής Πολιτικής, Διεύθυνση Φαρμάκου αλλά και διακεκριμένα στελέχη από την φαρμακευτική βιομηχανία όπως οι δύο Πρόεδροι του 9^ου Συνεδρίου Κωνσταντίνος Φρουζής Πρόεδρος ΣΦΕΕ, Αντιπρόεδρος και Γενικός Διευθυντής Novartis και Γεώργιος Βασιλόπουλος,Γενικός Διευθυντής Galenica, αλλά και ο Δημήτριος Δέμος, Πρόεδρος ΠΕΦ & Αντιπρόεδρος DEMO και άλλοι.

Germany may publicize its drug discounts, putting fear into Big Pharma's heart

Germany isn't the most popular market among drugmakers these days, thanks to strict pricing policies that have put a hurt on sales. Now, a proposed law could see the country fall further out of pharma's favor--and compromise the industry's international pricing power.

Germany is considering legislation this week that would force drugmakers to report the reduced prices they negotiate with insurers, potentially pressuring prices lower elsewhere in Europe.

Pharmaceutical companies would have to report rebated prices, instead of their original list prices, to databases such as IMS Health, said Ina Klaus, a Health Ministry spokeswoman in Berlin. The revised law will make it clear that the list price isn’t what’s paid in Germany, she said. German prices are influential because other countries use them as a reference.