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The PBM Marketing & Sales Practice
is committed to offering original thought leadership regarding
growth opportunities for PBMs. With analysis of emerging
trends, market gaps, and industry shifts, we seek to provide
PBMs with actionable recommendations that help grow and retain
their number of covered lives.
Todd Gibson quoted in an Inside Consumer-Directed Care
article on HSAs and the end of the pharmacy transition rule.
August 5, 2005
 Todd
Gibson, PhD, Director of Princeton's Pharmacy Benefits Management
(PBM) Practice, discusses the possible impact on consumers and
employers when prescriptions are subject to healthcare savings
account deductibles. The dialogue on the pros and cons of HSAs,
highlighted in this August 5, 2005 article, will undoubtedly
continue.
"This is an issue that has fundamental impact on how CDHPs
are implemented, yet not all benefit managers are aware of it
yet." - Todd Gibson
Gibson quoted in Employee Benefit
News article: "Rx-only consumer-driven plans hit market"
December 2003
 Todd
Gibson, PhD, Director of Princeton Consultants' PBM
Practice, offers advice to employers considering Rx-only
consumer-driven plans in the December 2003 issue of Employee
Benefit News: "Employers should ask whether they're
doing everything possible through their PBM to control drug
costs before implementing a consumer-driven Rx plan...."
If they find they are not, Gibson "suggests they try an
alternative approach for a year and measure the results. Those
opting for the consumer-driven plan, however, should be prepared
to support employees with ongoing communication and education."
Read
the article
Evaluating CDH Pharmacy Providers
September 2003
Under defined contribution health plans, pharmacy benefit providers
must shift the focus of their cost containment efforts from
plan sponsors to employees. In his talk for the Benefits
Management Forum & Expo in San Diego, Todd Gibson, PhD,
addressed questions employers should ask prospective vendors
to ensure that they, and their employees, will receive a program
that is functional, avoids disruption in plan implementation,
and achieves real cost savings.
Evaluating and
Implementing a Consumer-Centric Pharmacy Benefit
August 2003
 Todd
Gibson, PhD, moderated a panel of consumer-driven healthcare
plan design specialists from AdvancePCS, Prime Therapeutics,
and Medco Health. The panel, hosted by the Institute
for International Research (IIR), took place in Boston,
MA, on August 14 and 15 and addressed preliminary results on
Rx savings realized through CDH offerings. The panelists discussed
issues plan sponsors should consider when moving the pharmacy
benefit to a consumer-centric model.
Evaluating a
Consumer-Driven Pharmacy Benefit
May 2003
 In
a presentation at the Employee Benefits News Seminar, Consumer-Driven
Health Benefits: The Road Ahead in Seattle, Todd Gibson,
PhD, delivered a talk discussing how pharmacy benefit providers
are responding to market demand for consumer-driven offerings.
The presentation includes key questions to address when evaluating
whether to incorporate the pharmacy benefit in a consumer-driven
offering.
Building a Client
Retention Strategy Around PBM Client Loyalty Categories
March 2003
 The
Pharmacy Benefit Management Institute reports that over 40%
of PBM clients are considering switching vendors when their
current contract expires. What high value strategies can account
management executives deploy in this environment to ensure retention
of their key accounts?
Todd Gibson, PhD, presents an original
framework for determining an effective strategy for retaining
key accounts. 
Download
the PDF
Increasing Market
Share Through Education
December 2002
 As
recently published in Managed
Care Magazine, Todd Gibson, PhD, Director of Princeton's
PBM Marketing and Sales Practice, authored a whitepaper describing
how PBMs can add lives to their book of business membership
by partnering with their health insurer clients to educate brokers
and plan sponsors on the intricacies of the pharmacy benefit.
This opportunity for PBMs to generate
new business with their managed care organization (MCO) clients
was uncovered in an internally funded study. It was found that
by partnering with MCOs to educate brokers and plan sponsors
on the pharmacy benefit, PBMs can help them realize greater
sales success - and, in the process, increase their own market
share.
Download
the PDF
Consumer-Driven
Healthcare: A Market Opportunity for PBMs
 As
featured in the November
issue of Employee Benefit News, consumer-driven healthcare,
a new benefits strategy, is poised to hit the market with a
force not seen since the advent of managed care. How the pharmacy
benefit will be included has not yet been defined, but one thing
is certain: the first PBMs to embrace consumer-driven healthcare
and show the value of carving the pharmacy benefit into the
model stand to gain market share within this new segment.
CDH gives more control over healthcare
expenditures to the insured, opening a new market opportunity
for pharmacy benefit managers. The whitepaper sizes this emerging
market and shows pharmacy benefit managers how to position themselves
for entry into this dynamic segment.
Download
the PDF
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