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GTN Training Series
Virtual Training Series
Courses Available Year-RoundNovember Dates Announced!

Virtual Training Series
Courses Available Year-Round,
November Dates Announced!

Interactive and Impactful CPE Courses for Life Science Companies to Learn and Optimize Gross-to-Net, Government Pricing, Market Access Strategies, Payer Contracting and the Inflation Reduction Act

About the GTN Training Series

Each CPE accredited, 2-hour webcast within this series serves as a fundamental opportunity to take a deep-dive into the hottest topics impacting GTN today. Boasting a classroom-like format with a solo instructor and devoted Q&A, benefit from practical, digestible content delivered by industry thought-leader, Murray Kay. Choose the courses and dates that fit your needs and schedule; maximize your learning and sign up for all four.

Course 1 — GTN Concepts & Accounting Implications

Date: 🔸 November 2, 2023  (Booking is now closed) 

Rapid growth in commercial & government rebates has resulted in GTN reductions above 50% of gross sales for traditional brands. Gross-to-net sales continue to be impacted by significant volatility, high risk exposure, and material true-up adjustments.

By attending this virtual course, you'll learn about:

  • Product and money flow in the pharmaceutical distribution system
  • Sales forecasting and GTN sensitivity analysis
  • Impact of payer formulary exclusions, prior authorization and step edits
  • Implications of escalating patient out-of-pocket costs on prescription abandonment
  • Forecasting payer mix and rebate percentages to establish accrual rates
  • True-up adjustments
  • Key factors impacting rebate rates
  • Chargebacks
  • Price protection
  • Copay assistance programs
  • Copay accumulators & maximizers 
  • Wholesaler fees
  • Accounting for product returns
  • GTN pipeline and demand liability
  • Third-party data sources

Course 2 — Government Programs and the Impact on GTN

Date: 🔸 November 9, 2023 (Booking is now closed) 

Net sales as a percent of gross sales are generally below 50% for traditional products due primarily to higher government rebates. Government programs experienced rapid growth resulting in an increase in the percentage of total retail prescription drug costs from 20% in 2000 to over 50% in 2022. Pressure on gross-to-net sales is escalating because government programs have the highest prescription drug rebates. 

By attending this virtual course, you'll learn about:

  • Medicare Part B buy & bill provider reimbursement and GTN implications
  • White, brown and clear bagging
  • Medicare Part D Prescription Drug Program
  • Considerations for estimating Medicare Part D Donut Hole
  • Fundamentals of Medicaid Drug Rebate Program
  • Implications of price increases on Medicaid Net Price and GTN flow-thru
  • Triggering Medicaid best price penalty
  • Medicaid penny pricing
  • Authorized generics
  • 340B – ecosystem, double dipping and current developments
  • Medicaid enacted legislation
  • Implications of removal of Medicaid rebate cape of 2024

Course 3 — Understanding Provisions and Implications of the Inflation Reduction Act

Date: 🔸 November 13, 2023  (Booking is now closed) 

The Inflation Reduction Act is a game-changer that embodies complex prescription drug provisions with far-reaching implications. The federal government will negotiate prices for high-cost drugs covered under Medicare. Medicare price increases will be constrained by required inflation rebates when drug prices outpace inflation. Medicare Part D will be redesigned to eliminate the coverage gap ("donut hole'), cap beneficiary out-of-pocket costs at $2,000 per year, shift costs from the government to drug manufacturers & prescription drug plans and require pharma manufacturers to pay uncapped government rebates.

The course will enhance your knowledge of complex provisions and implications of the Inflation Reduction Act. Numerical examples, charts and graphs will be presented illustrating key concepts and implications from a financial, market access, commercial and strategic perspective.

By attending this virtual course, you'll learn about:

  • Inflation Reduction Act implementation timetable
  • Medicare price negotiation – process and government considerations
  • Maximum fair price
  • Impact of Medicare price negotiations on competitive drugs pricing and rebates (spillover)
  • Implications of Medicare price negotiations on Medicaid best price and rebates
  • Expansion of low-income subsidies ("LIS")
  • Medicare Part B & Part D inflation rebates
  • Double whammy: PBM-negotiated price protection rebates and Medicare Inflation Rebates
  • Medicare benefit redesign restructuring: 
    • Comparison – Inflation Reduction Act and current benefit design: who pays what % and when
    • Estimating pharma liabilities for drugs in catastrophic phase
    • Implications of prescription drug plan responsibility increasing from 15% of total drug costs under current law to 60% in catastrophic phase starting in 2025
  • Impact of Inflation Reduction Act on drug manufacturer rebates & patient out-of-pocket costs
  • Estimating flow-thru of price increases
  • Financial, market access, commercial and strategic considerations for pharma manufacturers

Course 4 — Understanding and Addressing PBM Market Access Restrictions and Contracting Challenges

Date: 🔸 November 30, 2023

The three largest vertically integrated PBMs control approximately 80% of the market and have a lot of clout. Escalating rebates for formulary access coupled with PBM measures to limit utilization continues to put pressure on gross and net sales. 

The course will enhance your knowledge of PBM Market Access Dynamics and the GTN implications. Numerical examples will be presented illustrating key concepts and practical applications. 

By attending this virtual course, you'll learn about:

  • Pharmaceutical ecosystem – PBMs, pharma companies, payers, and patients
  • Unique dynamics of PBM expansion, consolidation and vertical integration
  • PBM revenue sources and impact of leveraging aggregated demand
  • Impact of PBM formulary tiers, formulary exclusions, prior authorization and step edits
  • Implications of escalating patient out-of-pocket costs on prescription abandonment
  • Copay accumulators and maximizer
  • Rebate walls
  • Value-based & indication-based contracts
  • Netflix and installment-based contracts
  • Determining breakeven from paying higher rebates for improved formulary position
  • ROI of PBM contracting scenarios
  • PBM contract analytics & negotiating strategies
  • Case study – negotiating rebates & market access with PBMs

Benefits of Our Training Courses

Informa training courses provide in-depth teaching and discussion about highly relevant topics relevant to the finance, accounting and GTN community that can not be covered at a conference. With dedicated instruction in a classroom-like environment, a training course will offer you interactive opportunities with the instructor and fellow attendees so you can get your most pressing questions answered in a much more individualized setting.

Dedicated Q&A Times

Get all your questions answered with our dedicated Q&A times. 

Digestible Content & Presentation Access

Conveniently scheduled  in 2 hour segments to make the detailed content more easily digestible. 

Personalized Interaction

Training courses offer a more personalized interaction with the instructor to answer your specific questions and give feedback in a classroom-like setting

Detailed Course Agenda

A detailed course agenda and outline of topics to be covered is listed on the training course website so you know exactly what you will learn

Who Should Attend?

This course is highly recommended for anyone working in the life sciences industry, within the following departments or positions:

◽ Accounting                              ◽ Finance

◽ Accruals                                   ◽ Financial Planning & Analysis

◽ Auditing                                    ◽ Government Pricing

◽ Commercial Operations         ◽ Gross-to-Net

◽ Commercial Finance               ◽ Managed Markets Finance

◽ Contract Analytics                   ◽ Rebates

◽ Discounts                                  ◽ Reporting


Download the Blog Post by Murray Kay

Download the Blog Post by Murray Kay

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Read Murray Kay's blog post titled "Understanding Provisions and Implications of the Inflation Reduction Act"