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Medco Health Solutions: Sales Strategy
RocSearch Ltd, May 2006, Pages: 27
This report starts with a chronological overview of Medco, profiles its management team, and also highlights the recent developments in the company. A key highlight of this report is an analysis of Medco’s value chain and an assessment of the key business strategies that have driven the company’s growth.
Established in 1983, Medco Health Solutions is a leading pharmacy benefits management (PBM) company in the US.
In 2006, the US is expected to spend about US$xx on prescription drugs, including US$xx on biologics. With increasing drug costs, PBMs are being considered as a means to maximise utilization and mitigate costs. PBMs are expected to play a critical role as third-party intermediaries for drugs. The key aspects of Medco’s business strategy are increasing the share of generics, enhancing the specialty pharmacy offering, actively participating in Medicare Part D, and harnessing the growing mail order opportunity. The company generated revenue of US$xx billion in 2005.
Key Findings:
- Medco stands to significantly gain from generics, as brand name prescription drugs worth US$46.4 billion are going off-patent during 2006-2009. The generic fill rate at Medco reached 51.5% in 2005.
- Medco had the highest industry mail penetration rate at 36.6% in 2005.
- Accredo (Medco’s specialty pharma subsidiary) provides incremental revenue for specialty business. The Accredo acquisition is expected to provide synergies of US$50m in 2006. The acquisition will also provide cross-selling and up-selling opportunities to existing Medco clients and increase the bargaining power for rebates with pharmaceutical manufacturers.
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