Pricing and Reimbursement Strategies for Medical Devices

• Publication date: February 2012

The routes to medical devices being purchased within public healthcare systems vary significantly between countries. The major markets of the US and Europe are examined in this report, analyzing the strategies being used by medical device manufacturers to sell and succeed within them.Understand the healthcare structure in the US, Germany, France, Italy, Spain, an...

The routes to medical devices being purchased within public healthcare systems vary significantly between countries. The major markets of the US and Europe are examined in this report, analyzing the strategies being used by medical device manufacturers to sell and succeed within them.Understand the healthcare structure in the US, Germany, France, Italy, Spain, and the UK.Identify the most prominent factors influencing the reimbursement environment globally and on a country-specific basis.Gain insight into the reimbursement routes for three product sectors in each country.Compare the differences in pricing and market entry strategies that work best in each country.Gain recommendations for how pricing and reimbursement strategies should be developed for optimum results.Diagnosis related groupings (DRGs) are taking in an ever-increasing role in the payment processes applied to medical devices. DRGs are becoming more refined and top-up payments are being rationalized.In the US, price skimming is the most frequently used strategy in the medical device market, but market segmentation should be used to assess if other strategies, such as penetration pricing, would be more apt in particular sectors.Within each country regional differences between purchasing and pricing are increasing. Pricing should be determined by examining the requirements of the purchasing institution and regional requirements, but caution should be taken not to undervalue the product and to be aware of the global strategy. It is easier to lower a price than to raise it.What is the nature of the market environment across Europe and in the US?How are the reimbursement sectors divided?Who pays for medical devices and what are the decision-making processes involved?What role do national health frameworks play, and which government bodies have the greatest influence on pricing and reimbursement?What is appropriate pricing, and how is the correct balance achieved?

Global Medical Facility Industry

About the author
Disclaimer
EXECUTIVE SUMMARY
An overview of pricing
An overview of reimbursement
Pricing and reimbursement in the US
An overview of Europe
France
Germany
Italy
Spain
The UK
Conclusions for global pricing and market access strategies
An overview of pricing
Summary
Introduction
Pricing and value
Pricing strategies
Price sensitivity
Methods of assessing price sensitivity
Economy pricing
Price skimming
Penetration pricing
Pre-emptive pricing
Extinction pricing
Premium or prestige pricing
Cost-based pricing
Cost-plus pricing
Experience-curve pricing
Pricing differentiation
Competitive parity
Market segmentation
The realities of pricing strategies
An overview of reimbursement
Summary
Introduction
Reimbursement mechanisms
The importance of classification
The importance of health technology assessment
Pricing and reimbursement in the US
Summary
Introduction
Market environment
Medicaid
Procurement
Reimbursement and coding
Key pricing and market access issues
FDA and CMS considerations
Distribution
An overview of Europe
Summary
Introduction
Procurement
Reimbursement and coding
France
Summary
Introduction
Market environment
Procurement
Reimbursement and coding
Capital equipment
Non-capital equipment
Ambulatory
Key pricing and market access issues
Strategies
Company examples
Useful addresses
Germany
Summary
Introduction
Market environment
Procurement
Reimbursement and coding
Capital equipment
Non-capital equipment
Ambulatory
Key pricing and market access issues
Strategies
Company examples
Addresses
Italy
Summary
Introduction
Market environment
Hospital corporations
USL-managed public hospitals
Agreed private clinics
Procurement
Reimbursement and coding
Capital equipment
Non-capital equipment
Agreed private clinics
Key pricing and market access issues
Strategies
Company examples
Addresses
Spain
Summary
Introduction
Market environment
Procurement
Reimbursement and coding
Capital equipment
Non-capital equipment
Private clinics
Key pricing and market access issues
Strategies
Company examples
Addresses
The UK
Summary
Introduction
Market environment
Procurement
Reimbursement and coding
Non-capital equipment
Private clinics
Key pricing and market access issues
Strategies
Company examples
Addresses
Conclusions for global pricing and market access strategies
Summary
Introduction
Local optimization
Global coordination
Appendix
Scope
Methodology
Primary research
Secondary research
Glossary/Abbreviations
References


Companies mentioned
Aalberts Industries N.V., ERGO Versicherungsgruppe AG, Groupama S.A., Hutchison 3G UK Limited, Imperial Tobacco Group PLC, Informa plc, Johnson & Johnson, Kaiser Permanente, McKesson Corporation, Metro AG, Publicis Groupe SA, Schindler Holding Ltd., Siemens Healthcare, Sistema JSFC

Medical Facility in World

Iran Hospitals, Total

• $ 250
• Industry data
• January 2013

Yearly, From 2003 To 2005
By Business Monitor International
Source: World Health Organization (WHO), BMI

• Industries : Medical Facility
• Countries : Iran, World

Iran Doctors, Per `000 Population

• $ 250
• Industry data
• January 2013

Yearly, From 2004 To 2005
By Business Monitor International
Source: World Health Organization (WHO), BMI

• Industries : Medical Facility
• Countries : Iran, World

Puerto Rico Hospitals, Total

• $ 250
• Industry data
• January 2013

Yearly, From 2004 To 2014
By Business Monitor International
Source: CIA World Factbook, BMI

• Industries : Medical Facility
• Countries : World

Puerto Rico Hospital Admissions, Per `000 Population

• $ 250
• Industry data
• January 2013

Yearly, From 2004 To 2014
By Business Monitor International
Source: CIA World Factbook, BMI

• Industries : Medical Facility
• Countries : World

Puerto Rico Doctors, Per `000 Population

• $ 250
• Industry data
• January 2013

Yearly, From 2004 To 2014
By Business Monitor International
Source: CIA World Factbook, BMI

• Industries : Medical Facility
• Countries : World