Sales & Marketing: Facts & Figures

Four in five oncologists have tried Zarxio/Granix, according to a new survey by ZS Associates. Of those, 48 percent prescribe the reference biologic more than the biosimilar, 43 percent prescribe the biosimilar more, and 8 percent have equal prescriptions for the reference biologic and the biosimilar. Of the oncologists that have prescribed a biosimilar, 85 percent have had a positive experience with it. By physician practice location, 88 percent of oncologists in private practice, 83 percent of academics, and 41 percent of oncologists in community hospitals have prescribed a biosimilar at least once.

Nearly nine in 10 – 89 percent – of pharmacy directors say that their institution already has a biosimilar in its formulary, with Zarxio leading the way at 67 percent inclusion. Cost considerations are the leading motivator for their use of biosimilars, followed by institutional and payer guidelines and ease of reimbursement.

Nearly seven in 10 (68 percent) of oncologists who responded to the ZS survey usually discuss financial status with their patients, and 44 percent say it impacts treatment. Half of respondents consider patients’ out of pocket costs extremely important in treatment decisions, and 55 percent expect a small decrease in out of pocket costs with biosimilars.

Nearly eight in 10 (78 percent) of oncologists expect a discount rate of 15 percent to 30 percent for biosimilars, with six in 10 payers and 41 percent of pharmacy directors expecting a similar discount rate. And nearly half (48 percent) of payers are interested in additional rebates on reference biologics.

Nearly half (49 percent) of oncologists would adopt therapeutic biosimilars as soon as they are FDA approved and available, and half plan to use biosimilars for both their new and existing patients. 37 percent of oncologists would use a biosimilar with their new patients if it comes with a 15 percent discount over the reference biologic; 45 percent would do so with a 30 percent discount. 29 percent of oncologists would use a biosimilar with their existing patients if it comes with a 15 percent discount over the reference biologic; 37 percent would do so with a 30 percent discount.

Nearly seven in 10 (68 percent) of payers are imposing prior authorization for use of a reference biologic only after failing on a biosimilar. 56 percent of payers are creating copay or coinsurance differentials between reference biologics and biosimilars.

When choosing between two biosimilars for the same reference biologic, four in 10 oncologists consider brand to be important, with Amgen and Pfizer as the two most preferred manufacturers. However, Sandoz is the most preferred biosimilar manufacturer for payers and pharmacy directors.

 

Source: 2017 biosimilars adoption study, ZS Associates.