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You are here: Features » DTP & RWM Schemes updated again
DTP & RWM Schemes updated again
DTP & RWM Schemes updated again
All you need to know
Dr Kerry O'Connor updates the tables
29th of July 2010
Changes. Roche distributes two products direct to purchaser from July 26th . Alliance announce their Servier RWM discount from August 1st. Schering Plough discount from July 1st via Phoenix added
DTP Schemes
These are Direct to Pharmacy schemes though as they include to dispensing doctors Direct to Purchaser would acknowledge the pharmacies aren't the only customers. These companies sell direct to their customers with exclusive or limited wholesalers acting as distributors or logistics service providers only. The wholesalers never own the stock and so are in no position to offer any discount on it. DTP will tend to be chosen by the larger firms. Glaxo was first, Pfizer second (now including Wyeth). With just Astra Zeneca and Eli Lilly these are over 30 % of market share. There are also optional offers by some companies to sell direct or via mainline wholesalers. eg Roche and Bonviva via Williams, Takeda and Prostap via Clarity dtp. Some companies distribute lines that tend to be low volume and high cost directly themselves, eg Novartis supply ten low volume for dispensing GP lines which include Sandimmun and Roche two. Their other lines remain RWM as below
| Pharmaceutical Manufacturer | Wholesalers chosen as Distributors | Details of Discounts offered on DTP Schemes |
| ALK-Abelló | Alliance | EpiPen and EpiPen Junior only ZD |
| Astellas | Alliance | Prograf, Advograf, Mycamine and Modigraf only. ZD |
| AstraZeneca | AAH, Alliance | Two separate schemes For details click here [1]Invoice Discounts and not cash rebates applied via both carriers and not volume related and not handled by Forte Pharma [2]Dispensing Doctor Retrospective Rebate Scheme that is volume related (tiered) is cash rebate (BACS) and is applied via the AstraZeneca Forte Pharma Team (3) there are some ZDs |
| GSK | AAH, Alliance | Access scheme offering a flat 12% across the board. (Note GSK vaccines and travel medicines is a separate division and not part of this GSK Schemes) |
| Eli Lilly | AAH, Phoenix
| Three bands 1] 15% Celance, Prozac; 2] 8.5% Cialis, Cymbalta, Efient, Humapen., Strattera, Yentreve Zyprexa, 3] ZDs Humulin, Byetta Humatrope |
| MSD for Sinemet | Alliance | Temporary distribution arrangements for: Sinemet 62.5, Sinemet PLUS, Sinemet CR 200/50 and Half Sinemet CR during period of limited availability |
| Novartis Ten lines only | Novartis' own Patient Priority Supply Service | Afinator, Exjade, Glivec, Aclasta, Myfortic, Tobi, Sandimmun, Zometa, Tasigna, Sandostatin LAR |
| Pfizer | Alliance | Three bands. 1] Flat rate on Lipitor + Viagra.25% 2] 10.5% on everything else except ZDs. 3] ZDs; Full list of ZDs given here. |
| Pfizer / Wyeth | Alliance | Wyeth Lines now as Pfizer DTP. Pfizer standard discount 10.5% except ZDs. Rapamune syrup is the only oral Wyeth ZD Full list given here |
| Roche Two lines only | directly through Roche Products Ltd only | Pulmozyme (dornase alpha) ampoules 2.5mg and Valcyte (valganciclovir) tablets 450mg x 60 in England, Scotland and Wales only. |
RWM Schemes
In Reduced Wholesaler Model Schemes (RWM or Reduced Wholesaler Agreements, RWA), pharmaceutical companies use wholesalers in the traditional manner but only two or three of them. Wholesalers buy the stock so can offer a discount. This is what they offer if they are your main wholesaler.
This route is being chosen by middle sized companies rather than the largest. However together Sanofi Aventis, Novartis, Janssen-Cilag, Roche, Novo Nordisk and Bayer Schering account for about 20% market share.
| RWM | AAH | ALLIANCE* | PHOENIX |
| BAUSCH + LOMB | 4% | 0% | Zero (4% if PSUK) |
| BAYER DIABETES | 7.5% | 8% | 6% (+ 2 % for PSUK) |
| BAYER SCHERING | 6 % | 8% | 6% (+ 2 % for PSUK) |
| 8% | 7% | 7% ( + 1.5 % for PSUK) | |
| FERRING | 6.75% | 7% | 6% (+ 1 % for PSUK) |
| BRISTOL MYERS SQUIBB ‡ | Your usual ethical discount terms on qualifying lines | Your usual ethical discount terms on qualifying lines Baraclude is only via Alliance | -------------- |
| JANSSEN-CILAG | 6% | 7% | 7% (+1.5% for PSUK) |
| Leo | 8% | 8% | 7% (+ 1% for PSUK) |
| LifeScan One Touch | 9% | 8% | 7 % (+1.5% for PSUK) |
| MSD | 8% | 8% | 7% (+ 1.5 % for PSUK) |
| NAPP | 7% | 7% | 7 % (+1.5% for PSUK) |
| NOVARTIS see above for 10 DTP lines | 8% | 8% | No direct contract ...... but can supply at 8% |
| NOVO NORDISK | -------- | Your usual ethical discount terms on qualifying lines | Your usual ethical discount terms on qualifying lines |
| ROCHE | 8% | 7% | ------------- |
| SANOFI AVENTIS | 8 % | 7% | 7% (+1.5% for PSUK) |
| SCHERING PLOUGH | 7.5% | 7.5% | 7.5% |
| SERVIER | 7.5% From 1st August | 7% From 1st August | 6% (+1.5% for PSUK) |
| SHIRE | 6.4% but Calcichew usual ethical discount terms and Xagrid ZD | 6% but usual ethical discount terms on Calcichew | 5% + 1% for PSUK But full ethical discount on calcichew |
| SMITH & NEPHEW | Your usual ethical discount terms on qualifying lines | Your usual ethical discount terms on qualifying lines | Your usual ethical discount terms on qualifying lines |
| UCB | 7% | 8% Neupro is via Alliance only | 7% (+1.5% for PSUK) |
* (Alliance) Discount applied before invoicing. Therefore invoice price is net of discount
‡ BMS will continue to supply a few products direct to dispensing customers and homecare companies. These are aztreonam, etoposide phosphate, abatacept, atazanavir, dasatanib, efavirenz, etoposide, didanosine, and stavudine.
Arrangements above for Bayer do not include Bayer Consumer Care, for Novartis do not include Novartis Consumer Health and for Roche do not include Roche Diagnostics and for Wyeth do not include Wyeth Consumer Healthcare, Wyeth Vaccines nor SMA Nutrition.