New Report Offers Comprehensive Coverage of, Strategies to Comply with, CMSs Part D Pharmacy Access Rules

Washington, DC (PRWEB) November 19, 2014

As the Centers for Medicare and Medicaid Services (CMS) steps up audit and enforcement activity, the agency has increased scrutiny of complaints about Medicare Part D beneficiaries not getting timely access to prescription drugs. Atlantic Information Services, Inc. (AIS) is pleased to announce the publication of Complying With Medicare Part D Pharmacy Access Rules: Strategies for Health Plans and PBMs, the latest addition to its Management Insight Series, which details what CMS is looking for when scrutinizing complaints, and offers strategies plans and their partners can institute to prevent pharmaceutical-access problems. The report provides strategies for choosing vendors, administering formularies, making coverage determinations and more.

Complying With Medicare Part D Pharmacy Access Rules offers information on:

The statutory and regulatory requirements regarding access to pharmaceuticals in Part D and how they are likely to change in the near future.
What CMS is finding in terms of violations of drug-access standards in its audits and via member complaints, along with the actions — including sanctions and monetary penalties — the agency is taking in response.
What steps CMS expects Part D plans to take to monitor and oversee their PBMs.
What regulators are looking for in plans’ policies on prior authorization, step therapy and transition supplies of medications, as shown in case outcomes.
What regulators expect from plans in their handling of appeals of coverage determinations on pharmaceuticals.
What CMS expects in terms of outreach to prescribers and beneficiaries on pharmaceutical-access issues, and strategies plans should employ to accomplish this.
How plans and PBMs should administer formularies to avoid access problems despite the necessity for frequent changes.

The report also includes relevant background coverage of industry developments and federal agencies’ guidance and preparatory materials.

For more information on Complying With Medicare Part D Pharmacy Access Rules, including a full table of contents, visit

AIS’s Management Insight Series is designed to provide practical solutions to complex business challenges with the help of the industry’s most insightful advisors and managers. See a full list of titles in this series at

About AIS

Atlantic Information Services, Inc. (AIS) is a publishing and information company that has been serving the health care industry for more than 25 years. It develops highly targeted news, data and strategic information for managers in hospitals, health plans, medical group practices, pharmaceutical companies and other health care organizations. AIS products include print and electronic newsletters, websites, looseleafs, books, strategic reports, databases, webinars and conferences. Learn more at

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International marketing


What are the benefits  of  the  going  international? and  what are the different entry strategies in international marketing?

Ans. There  are  a  variety  of  ways  in  which  organizations  can  enter  foreign

markets. The three main ways are by direct or indirect export or production in a

foreign country.

Exporting :–

Exporting is the most traditional and well established form of operating in foreign markets. Exporting can be defined as the marketing of goods produced in one country into another. Whils no direct manufacturing is required in an overseas  country,  significant  investments  in  marketing  are  required.  The tendency  may  be  not  to  obtain  as  much  detailed  marketing  information  as compared  to  manufacturing  in  marketing  country;  however,  this  does  not negate the need for a detailed marketing strategy.

The advantages of exporting are :–

Ø Manufacturing is home based thus, it is less risky than overseas based

Ø Gives  an  opportunity  to  “learn”  overseas  markets  before  investing  in bricks and mortar

Ø Reduces the potential risks of operating overseas.


The disadvantage  is  mainly  that  one can  be  at  the “mercy”  of  overseas agents and so the lack of control has to be weighed against the advantages. For example,  in  the  exporting  of  African  horticultural  products,  the  agents  and Dutch flower auctions are in a position to dictate to producers.


Foreign production  :–

Besides  exporting,  other  market  entry  strategies  include  licensing,  joint ventures, , ownership and participation in export processing zones or free trade zones.

Licensing :– Licensing is defined as “the method of foreign operation whereby a firm in one country agrees to permit a company in another country to use the manufacturing, processing, trademark, know-how or some other skill provided by the licensor”.

It is quite similar to the “franchise” operation. Coca Cola is an excellent example of licensing. In Zimbabwe, United Bottlers have the licence to make Coke.

Licensing involves little expense and involvement. The only cost is signing the agreement and policing its implementation.

 Licensing gives the following advantages :–

Ø Good  way  to  start  in  foreign  operations  and  open  the  door  to  low  risk manufacturing relationships.

Ø Linkage of parent and receiving partner interests means both get most out of marketing effort

Ø Capital not tied up in foreign operation and

ØOptions to buy into partner exist or provision to take royalties in stock.

The disadvantages are :–

Ø Limited form  of participation – to length of agreement, specific product, process or trademark

Ø Potential returns from marketing and manufacturing may be lost

Ø Partner develops know-how and so licence is short

Ø Licensees  become  competitors  –  overcome  by  having  cross  technology transfer deals and

Ø Re quires  considerable  fact  finding,  planning,  investigation  and interpretation.


Those  who  decide  to  license  ought  to  keep  the  options  open  for  extending market  participation.  This  can  be  done  through  joint  ventures  with  the licensee.


Joint ventures :–

Joint  ventures  can  be  defined  as  “an  enterprise  in  which  two  or  more investors share ownership and control over property rights and operation”. Joint  ventures  are  a  more  extensive  form  of  participation  than  either exporting  or  licensing.  In  Zimbabwe,  Olivine  industries  has  a  joint  venture agreement with HJ Heinz in food processing.


Joint ventures give the following advantages :–

Ø Sharing of risk and ability to combine the local in-depth knowledge with a foreign partner with know-how in technology or process

Ø Joint financial strength

Ø May be only means of entry and

Ø May be the source of supply for a third country.


They also have disadvantages :–

Ø Partners do not have full control of management

Ø May be impossible to recover capital if need be

Ø Disagreement on third party markets to serve and

Ø Partners may have different views on expected benefits.


If the partners carefully map out in advance what they expect to achieve and how, then many problems can be overcome.


Ownership :– The most extensive form of participation is 100% ownership and this involves the greatest commitment in capital and managerial effort. The ability  to  communicate  and  control  100%  may  outweigh  any  of  the disadvantages of joint ventures and licensing. However, as mentioned earlier, repatriation of  earnings and capital has to be carefully monitored. The more unstable the environment the less likely is the ownership pathway an option.

Export processing zones (EPZ)

Whilst not  strictly speaking an  entry-strategy, EPZs serve as an  “entry” into  a  market.  They  are  primarily  an  investment  incentive  for  would  be investors  but  can  also  provide  employment  for  the  host  country  and  the transfer of skills as well as provide a base for the flow of goods in and out of the country.

Organizations  are  faced  with  a  number  of  strategy  alternatives  when deciding to enter foreign markets. Each one has to be carefully weighed in order to  make  the  most  appropriate  choice.  Every  approach  requires  careful attention to marketing, risk, matters of control and management..

Having done all the preparatory planning work (no mean task in itself!), the prospective global marketer has then to decide on a market entry strategy and a marketing mix. These are two main ways of foreign market entry either by entering from a home market base, via direct or indirect exporting, or by foreign based  production.  Within  these  two  possibilities,  marketers  can  adopt  an “aggressive” or “passive” export path.


Entry from the home base (direct) includes the use of agents, distributors, Government  and  overseas  subsidiaries  and  (indirect)  includes  the  use  of trading companies, export management companies, piggybacking or counter trade. Entry  from a foreign base  includes  licensing,  joint  ventures,  contract manufacture, ownership and export processing zones. Various strategies used in international marketing To  develop  an  effective  global  marketing  strategy,  companies  need  to divide it into four parts.  They are product, promotion, price and place.


1. Product  Strategies  :–  The  product  is  one  of  the  most  important components of a marketing program. A company is usually known by the products it offers  in the market. In the  global market  place, companies need to develop products which meet global standards.  However, product features  and  characteristics  can  be  customized  depending  on  the requirements of a  local  market. Once  the  brand  value  of a  product  is developed,  the  same  kind  of  positioning  and  marketing  efforts  can  be

utilized through  out  the global market. Product process design  should also take into consideration the legal restrictions of local markets.  For eg. Himalaya Drug company entered the US market in  1996 with products modified to suit local requirements. It sold various products in the US market  such  as  a  daily  health  and  digestive  capsules,  laxative  syrup, antiseptic cream etc.


2. Promotion Strategies :– The promotion strategies of a global marketing organization  include  advertising,  sales,  promotion,  publicity,  public relations,  direct  marketing  and  personal  selling.  As  the  cultures  of different countries differ significantly, it is always a challenging task for companies  to  design  an  effective  promotional  strategy  for  global customers.  Communication  is  an  essential  form  of  the  promotional

process. Another factor that also affects the designing of a promotional strategy is the different set of cost constraints in different countries. For eg. Media cost and sales force cost differ significantly from one country to another. Therefore companies need to be very careful in the selection of communication  mix  in  different  countries.  Different  promotional strategies  should  be  developed  for  different  markets.  One  of  the

promotional strategies should be developed for different markets.  One of the  important  promotional  strategies  for  industrial  markets  is participation  in  international  trade  fairs.  Sponsoring  locally  popular games and events can also be effective promotion strategies.

3. Pricing  Strategies  :–  While  developing  pricing strategies  for  the  global market, one must consider the internal  and external environments of a company. It is very difficult to asses the impact of these factors on the price of  a  product  because  these  factors  work  in  various  combinations  in various countries. A company needs to decide whether to adopt a common pricing strategy for the entire global market or to adopt a pricing strategy that suits individual nations. It is normally suggested that it is better to

adopt  individual  pricing  strategies  for  different  markets  in  which  the company  is  operating. Global  companies  need  to continuously  review their pricing strategies because uncontrollable factors such as exchange rates and inflation change continuously.


4. Place  Strategies  :– Economic, efficient  and reliable transportation  and distribution  of  goods  and  services  has  played  a  significant  role  in  the development of world  trade.  In  the total cost  of a  product,  over 50%  is related to material and  around  10%  is labour cost. Distribution  of the product accounted for the remaining 40%. Therefor e, the selection of an appropriate  distribution medium  is critical to  the  success of  the  global marketing  efforts  of  a  company  place  or  distribution  strategies  are dependent on the type of product a company offers.  Generally a company  has  access  to  two  major  types  of  distribution  channels  –  domestic intermediaries and foreign intermediaries. Apart from these channels, the company  can  also  use  its  own  personnel  for  distribution.  A  global distribution  strategy  has  to  be  developed  considering  the  economic, cultural, legal and political environment. The distribution strategies must be consistent with the product, pricing and promotional strategies. For

eg. McDonalds recently opened its outlet in Delhi Agra highway to cater to the increasing tourist traffic on the highway.



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Starting a PPC Publishing Business

You have heard about the various PPC publishing programs and you are eager to try them out to see if you can earn some money online. Here is how you can promote your publishing sites to earn more money from the various programs.

If you are not familiar with PPC publishing businesses, let’s just say that it’s one of the easiest business to put together. You have to have 3 things to make this work.

Content + Traffic + ADs

Let’s take a look a content. The best type of content for your PPC business is product related content. Bear in mind that your primary goal as a publisher is to deliver targeted traffic to your advertisers. If traffic shows poor conversion rates, no advertisers will continue to advertise on your site.

For example, you can post product reviews on your site. Content can include product specifications, pros and cons, and personal recommendations. This type of content is best for the PPC publishing business.

Once you put a few pages of content together, you may then add the Ads into your web pages. Make sure that your ads are visible. If you are doing this to make money, then don’t be afraid to display the ads! Some people tend to hide the ads because they don’t want to provide a negative experience for their readers. If that’s the case, then it’s alright to not display ads in visible areas. But if you want people to click on the ads so that you can earn some revenue, then you have to show the ads prominently.

Your website can be hosted with or without a CMS. There are many popular sites making thousands of dollars each month with only static html pages. The search engines find these pages very bot friendly, and give them very high rankings. That goes to show that it doesn’t require a lot of tech savvy to be a successful publisher. But it does require you to be committed to generating useful content for the readers.

Once you setup the whole site with content and ads, it’s time to drive traffic to you site. Be careful about where you get the traffic from. If you drive untargeted traffic from shady ad networks, you may get your account banned. That’s because the traffic is not converting. Visitors are just clicking and clicking and they are not buying.

The best traffic is from the search engines. Someone going to a search engine to search for information related to a product is a hot lead. There is a very high chance that this person will end up buying something, especially after reading the great review that you have posted.

So how to get organic traffic from the search engines?

You get traffic by performing SEO. If you don’t know what that is, pick up a good book about SEO and learn everything you can about how to boost your search rankings. The higher your rankings, the more traffic you get. That leads to more clicks and more money for you!

Darren Chow is a full time article marketer and SEO specialist who has helped hundreds of clients promote thousands of websites.

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