The Pharma Veteran points me towards this story surrounding some slightly tawdry business in creation of the Pennsylvania state formulary.  The Veteran says:

This furthers the conviction that healthcare is either tragedy or farce.  It reinforces several conclusions we’d already  developed.  First of all, it illustrates how the function of "greasing" healthcare providers has moved from office/hospital reps to higher positions within the companies.  It also shows that while the industry grapevine places one of the companies mentioned below (Pfizer) as reputedly the most aggressive transgressor, even a self-proclaimed good corporate citizen (high science Janssen, a part of Harvard-case-study-on-Tylenol-recall-J&J) swims in the same water.

The third thing this article suggests is the increasing, chain-of-influence approach that companies are adopting with respect to greasing organizational decision makers.  Many office reps perceive their companies are paying less attention to office-based practitioners and are more aggressively targeting government, MCO and PBM decision makers whose choices, the companies hope, will trickle down to the offices.  The potential for this trickle down marketing, some believe, can increase enormously when the Medicare legislation goes into effect in 2006.

The fourth lesson here appears at the bottom of the article.  A director of a mental health policy association makes the point that at least at the state level, decision makers are so dependent upon Big Pharma for vital information that there is a complete asymmetry of knowledge and power in the relationship.

My only comment here is that these numbers are so relatively small ($14,000 over a few years), and were clearly not used as straight bribes.  So shouldn’t the state find some way to pay for the educational trips and information that its officials need, without shortchanging them to the point that a few thousand from a pharma makes a difference?

Health Affairs has a new study on the web that confirms the blindingly obvious. People with better insurance coverage will use more health services than those without insurance.  What’s interesting about this study is that it looked at the difference by comparing those with drug coverage to those without in Cox-2 Inhibitor use (that’s Celebrex and Vioxx to you) in the Medicare population.

As you may know Cox-2s are painkillers that are supposed to kill pain without the adverse side effects to the GI tract that some 35% of the population gets from NSAIDs and ibuprofen.  But they don’t do more to end pain and they cost a whole lot more than NSAIDS, so theoretically the health care spending wonks think that their use should be limited to those patients with demonstrated GI problems from using alternatives.  But of course real life isn’t like that, and as a study from Express Scripts showed last year, patients are getting prescribed Cox-2 inhibitors whether or not they have GI problems.  There’s also been contention that Celebrex isn’t as safe for the GI as it’s been made out to be, but that’s another story.

The new study shows that although GI problems are a pretty good predictor of increased COX-2 use among the senior population, good drug insurance coverage is twice as good a predictor. And then, noting that even more seniors are going to be getting a drug benefit soon, in my favorite part the authors conclude in academic-ese:

All together now, "Duh!".  That’s what the legislation was supposed to create, although the authors might find that they and PhRMA have a different definition of the word "overuse"!

The Wallenberg family of Sweden own some 5% of Astra-Zeneca via their Investor AB fund.  Last week they sold some 30% of their holdings. As you’ll recall A-Z’s future performance and the performance of its new statin Crestor have been the subject of several posts on THCB. The Dow Jones story (can’t find link but it was on Feb 11) reported that

Investor decided to reduce the holding in order to strengthen its finances, company spokesman Fredrik Lindgren said.

"We have decided to reduce our leverage and strengthen our financial flexibility. We continue to believe strongly in AstraZeneca and the company is still our largest holding," Investor President Marcus Wallenberg said in a statement. With the sale, Investor’s holding in AstraZeneca falls to 3.75% of the voting rights and share capital. The stake amounted to 5% of the votes and shares at the end of December.

Lindgren said Investor is constantly looking at its holdings and the risk profile of its portfolio. He declined to comment on widespread speculation the proceeds from the sale would be used to fund the acquisition of a larger stake in truck maker Scania AB (SCV-A.SK).

While the speculation concentrates on the Wallenbergs’ need for the money elsewhere, a new correspondent for THCB, PharmaWatcher, has some speculation about the motives for this sale. He writes:

What is actually driving Investor to sell its stake in AstraZeneca?  If it truly seeks to "strengthen its finances," why is it selling AZ?  His suspicion is that someone at Investor AB/Wallenberg must be looking at:
a) The stock run-up in ’03;
b) The analysts’ downgrades during January;
c) The sales decline in the US, both yr/yr and Q4/Q4;
d) The questionable prospects going forward for 2 of the 4 alleged saviors, Nexium and Crestor (never mind Iressa) and;
e) Perhaps someone at Investor/Wallenberg knows something about (anti-coagulant) Exanta, or at least may have caught wind of the views at the EMEA/French regulatory authorities.

This is of course all pure speculation.  But the stock trader in me thinks that  A-Z’s stock has had a pretty nice run over the last 18 months, and the prudent money might just be looking for safer waters right now.

In an probably futile attempt to improve the literary tone here at THCB, I stole this post’s title from an early Wim Wenders movie.  But like the hero of the movie, the dual nature of the pharma companies’ relationship with consumers has been obvious for some time. (The Wender’s movie is about a soccer "Goalkeeper’s fear of the penalty"–the goalie knows that he’s likely to concede a goal, but he has a secret hope that he might save the penalty kick and become a hero).  Like the goalie, the pharma company hopes that by advertising directly to the consumer they may create a stronger bond and be less reliant on intermediaries like doctors.  But on the other hand the consumer might not want to pay so much for their drugs and the pharma company might lose a chunk of its margins.

In fact the rise of DTC advertising coincided with an explosion in pharmaceutical benefit plans that reduced the cost of prescription drugs for most consumers.  In 1990 59% of spending on pharmaceuticals was out of pocket for consumers.  By 2000 it was down to 32%.  Of course those were bonanza years for the pharmas, so third party payment meant high profits. The reaction from payers was to introduce three-tier formularies, and more cost sharing.  Late last year the NEJM published an article that basically said that this cost sharing worked to reduce utilization.  In other words you wouldn’t be so likely to take the drug if you had to pay for it.

Last week Harris Interactive released a poll that suggested that roughly half of those prescribed a drug discussed the drug with their doctor, roughly half of those discussed the cost, and roughly half of those got a different drug prescribed to them that was cheaper. The last category is equivalent to 20% of all patients prescribed drugs.

If I was a health plan/PBM I’d be flooding my patients with information about the different costs of different drugs. I doubt the pharma companies can do too much to respond aggressively.  Their fear of becoming a real consumer good with margins way lower than they’re used to is a real scenario they should consider.