Magazine article Drug Topics

Zeneca Offering Pharmacists New PIRC Incentives

Magazine article Drug Topics

Zeneca Offering Pharmacists New PIRC Incentives

Article excerpt

Pharmacists have started enrolling in a new contracting opportunity offered by Zeneca Pharmaceuticals, Wilmington, Del. The program-Performance Incentive Reimbursement Contract (PIRC)-rewards independent and chain pharmacies that increase market share for Zeneca products while helping pharmacists implement programs to improve pharmaceutical care.

Zeneca said that several features of the PIRC contract will benefit pharmacists.

First, PIRC will help put valuable new programs into pharmacies. Thomas Behan, group manager of market strategy for the company, explained. "We realize that retail pharmacy is trying to build value for its customers and is focusing heavily on pharmaceutical care. As a major pharmaceutical company, Zeneca has tried to develop a system of programs that would be of value to retail pharmacies and their customers."

The programs include:

A compliance program to help patients reap the full benefit of their medication as pharmacists encourage them to stay on treatment

A mail intervention program, informing physicians and patients about more cost-effective drugs

Face-to-face intervention with physicians, where pharmacists visit large group practices and talk to doctors about their prescribing habits

Phone contact with physicians or patients, to encourage them to change prescription products

Once a pharmacy signs a contract with Zeneca, the company provides the templates for putting together the pharmacist's program of choice. According to Zeneca, this makes the PIRC program a turnkey operation.

"If a pharmacy wants to put a compliance program together, or a mail intervention program, we will give them the template material. All they have to do is put their name and logo on it, and they are off and running," said Behan.

The products endorsed in the PIRC program include: Accolate (zafirlukast), for the treatment of asthma; Kadian (morphine sulfate) sustainedrelease capsules, for the management of chronic pain; Nolvadex (tamoxifen citrate), an antiestrogen product indicated for breast cancer therapy; Sular (nisoldipine), for the treatment of hypertension; Zestril (lisinopril), for the treatment of congestive heart failure, hypertension, and acute myocardial infarction; and Zoladex (goserelin acetate implant), for the treatment of advanced prostate cancer.

As participating pharmacies buy more of Zeneca's products, they will receive monetary rebates. These rebates will be based on the contractor's current market share and drug volume, Behan indicated. If market share decreases over the course of the contract, the customer will not be penalized, but the rebate will decrease, he added. …

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