Opioids are currently considered the most effective pharmacologic options for the treatment of chronic low back pain. Although effective, opioids can be just as dangerous because of the risk of opioid addiction, which can be devastating for individuals and their families.
At least 3 innovating manufacturers are heeding this call and are soon to launch treatments for chronic low back pain without the risking addiction (lucky for patients and providers because they will have options–though this competition will pose an up-hill access and commercialization battle for the manufacturers). A top barrier for the manufacturers will be optimum formulary placement. The first entrant might enjoy the perks of being first-to-market as did Gilead in 2014 with hepatitis C , but not for long. Entrance of the other competitors for chronic low back pain will be justification for payers to demand rebates and rebate walls.
Of course, standing your ground with the right value story will certainly help you gain traction–but have you considered all potential audiences for your value story (for example, employers with onsite or near-site clinics)?
According to PwC’s most recent Medical Cost Trend report, employers are fed up with the high health care costs and are taking matters into their own hands as they are now taking bold new steps in their efforts to contain costs. For example, they themselves are negotiating contract prices, setting up their own provider networks, and in some cases, building parallel health systems to take care of their employees at more manageable costs.
The most recent survey report from Mercer and the National Association of Worksite Health Centers suggests that general medical clinics are offered by 33% of organizations with 5,000 or more employees (up from 24% in 2012 and just 17% in 2007), and another 11% of employers of this size are considering adding a clinic by the end of this year. Based on consumer experiences with these clinics and the imminent entrance of Haven (comprised of JPMorgan Chase, Amazon and Berkshire Hathaway), it seems logical that such onsite workplace clinics will continue to become more prevalent.
Employers that are self-insured and those with onsite or near-site clinics can be potential gold mines for market access–especially for the small and mid-size biopharmaceutical companies. I believe that buy-in of such employers through effective business-to-business interactions is a great way to increase access to therapies for chronic low back pain.
It’s time to make big strides and turn heads. Ready. Set. Access.
