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Point of Care Demands a Modern Marketing Strategy

April 26, 2019 0

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A varied media mix that includes effective print tactics, is fundamental to unlock the full value of a Point of Care sponsorship program.

Like numerous other media environments in recent years, the Point of Care landscape has become increasingly focused on digital platforms.  From televisions to touchscreens, providers have created a wealth of technology for marketers to engage patients and consumers.  Yet most doctors’ offices continue to welcome a variety of magazines, posters, wallboards, and brochures throughout their locations.  By capitalizing on these diverse engagement tools, marketers can unlock significant consumer action.  In fact, Nielsen cites that a media mix that incorporates print and digital assets can drive as much as 30% higher ROI[1] – meaning that your campaign can play a vital role in the patient journey. With the ability to “own” platforms that are more transportable and offer distinct take-away value, brands can diversify their POC messaging through print materials, all while gaining 100% share-of-voice.

Reinforcing your brand message with a dynamic media mix

Since its origin, the Point of Care industry has worked diligently to develop its venues to be turn-key marketing environments that offer valuable information to a wide array of consumers and caregivers.  Its channels prioritize efficiency for advertisers by eliminating costly, time-consuming creative versioning through standardized adverting units.  This uniform approach also allows a simplified, multi-channel strategy to engage consumers through multiple touchpoints with only a few required assets.  Waiting room video messaging can be easily reinforced through condition guide sponsorship placed in examination rooms.  Examination room tablet interstitials can boost click-through rates by introducing the brand through a waiting room wallboard before the doctor discussion.  In each case, the brand can boost exposure with static tools by leveraging traditional magazine advertising spreads.  These reinforced campaigns have proven to be incredibly powerful with consumers.  In recent Mesmerize programs, sponsorships that utilized a waiting room wallboard and a hyper-targeted mobile ad unit drove three times greater ROI than standard print programs alone.  Furthermore, those programs prompted nearly five times the national click-through average for mobile banners[2].  Indeed, brand reinforcement across multiple platforms offers a powerful boost, especially for targeted campaigns – and all with cost and time efficiency.

Target your customers by venue and by platform

Targeting remains the consistent recipe for success with all POC tactics – and where the true value of marketing lies in this channel.  Segmentation through client-supplied list matching, medical specialty selection, or audience demographics can curate venue lists to ensure maximum exposure to the appropriate audience.  Since the start of Point of Care promotion, marketers have created media mix strategies that utilized the space for its hypertargeting abilities.  Now that the industry has matured, it is imperative that brands utilize a varied approach within their POC plans as well.

As CMI recently noted, the strategic benefits from print-based tactics complement and reinforce digital messaging and significantly impact consumer engagement.  Furthermore, by understanding the specific audience target, marketers can segment a venue to reach various factions through the tactics they relate to best.  For example, physicians who are accustomed to reading printed materials will likely respond more strongly to a customized guide, while digital tactics in the waiting room can occupy time for patients anticipating their physician visit.[3]

Digital media has a solidified place in healthcare marketing and Point of Care remains a powerful proving ground for those tactics.  However, by adopting a diversified strategy that employs a variety of tools – including static media – marketers can optimize their POC spending to ensure maximum engagement, all with superior targeting and access that has offered repeated success in this channel.

 

References

[1] Tsvetkov, Tsventan. (2018, August 8). “Perspectives: The Easier Way To Drive Higher Marketing ROI,” Retrieved from https://www.nielsen.com/us/en/insights/news/2017/perspectives-the-easier-way-to-drive-higher-marketing-roi.html

[2] Mesmerize, (2019, January 21). “Consumer Packaged Goods 2019 Mobile Case Study”.

[3] Marvel, Darcy, Cooper. (2019, 14 March). “The Importance of Print Media in Today’s NPP Channel Mix,” Retrieved from https://www.cmimedia.com/insights/povs/the-importance-of-print-media-in-todays-npp-channel-mix

 

Craig Mait

DTC in FocusDTC NewsGuest ColumnistUncategorized

The Best Marketing Strategies for the Pharmaceutical Industry

April 9, 2019 0

The pharmaceutical industry is one of the most powerful sectors in the United States. The United States government has long realized how much of an influence the industry has had since its origin over a century ago and has regulated the industry as such.

Pharmaceutical companies' largest expenses are research and development costs, which typically range from tens of millions of dollars to several hundred million dollars. With such substantial costs, companies have dedicated more time and energy into developing creative marketing strategies to attract additional consumers.

Here are some of the best marketing strategies that the pharmaceutical industry has seen thus far.

Lobbying and TV Advertisements

Did you know that the United States and New Zealand are the only two countries to allow pharmaceutical companies to advertise their drugs directly to consumers? In the United States alone, pharmaceutical companies have spent countless billions of dollars in order to maintain the ability to advertise directly to consumers over the years. Although lobbying costs are not technically considered marketing expenses, they have a significant effect on direct-to-consumer advertising and, therefore, correspond with advertising expenses.

Although direct-to-consumer advertising in the pharmaceutical industry has several benefits for consumers, it is important that these ads instruct consumers to see physicians prior to deciding on their own that they need to take drugs that are advertised directly to the public. In order to prevent any complications with the medication and to build reliability between consumers and the company, direct-to-consumer advertisements should always encourage consumers to check with their doctor before taking a new medication as well as accurately describe the drug and its purpose.

In 2017 alone, the pharmaceutical industry spent over $6 billion on advertising in direct-to-consumer fashion in the United States. Without lobbying, the government would likely have shut down this form of advertising in the pharmaceutical industry. The industry’s unique ability to keep the direct-to-consumer channel open, along with persistent and coordinated lobbying efforts, make DTC advertising one of the most powerful marketing strategies in the industry.

Drug Discount Cards

Few places outside of the pharmaceutical industry offer coupons that reduce the cost of goods purchased by up to ninety percent. One of the most popular marketing strategies in the industry is the use of drug discount cards. Drug manufacturers work with pharmacies to provide consumers substantial discounts. In return, manufacturers give pharmacies a portion of the original purchase price in exchange for accepting less money directly from consumers.

Pharmacies support discount cards because they encourage people to spend more money on non-drug items inside their stores. In addition, pharmacies that do not accept discount cards have been known to consistently miss out on business in their local markets because the cards have been so widely adopted. Discount cards are both useful and convenient and have therefore been a largely successful marketing tool for the pharmaceutical industry.

Content Marketing

Content marketing is a relatively new form of marketing that has taken the world of business, not just the pharmaceutical industry, by storm over the past few years.

Rather than paying for advertisements that blatantly push messages such as “Buy me now,” content marketing involves authoring helpful guides and blog posts that help consumers learn new information or otherwise offer them something that is completely free of charge.

Content marketing is especially important in pharmaceuticals because it helps build customer loyalty. Most people look up information related to pharmaceuticals when they are concerned about themselves or loved ones due to an illness or medical condition. Accurate and informative guides help build a sense of trustworthiness between the consumer and the company. Connecting with consumers at such significant and emotional times is a solid way of building loyalty to the pharmaceutical company.

Caryl Anne Crowne

DTC in FocusDTC NewsGuest Columnist

How Do Physicians Really Feel About Technology? Survey Says…

October 31, 2018 0

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Pharma’s presence in patient engagement solutions at the physician’s office has often been a hot topic for debate. Are physicians turned off to these products when they see pharma ads? Is there ever a case where pharma ads are acceptable? How do patients feel? You might be surprised…

Obviously, physicians’ opinions play a critical role in how PatientPoint® in-office solutions are developed, as we have to ensure they are actively using our platforms and find them helpful once in market. To find out more, we partnered with the Digital Health Coalition to conduct proprietary research into physicians’ attitudes and behaviors toward patient engagement technology.

The results demonstrate that patient engagement solutions at the point-of-care can provide pharma with an opportunity to drive better physician-patient discussions, insert their brand into those discussions and ultimately help educate on better treatment decisions. This is an unprecedented and unique ability to impact both audiences at that magic moment when treatment decisions are being made.

Physicians are actually excited

So how do physicians feel about having technology in their offices? To borrow from Tim McGraw, “they like it, they love it, they want some more of it.”

  • In fact, 44% of physicians surveyed said they find new technology that engages patients exciting – and that they use it as much as they can. More than a third feel they need it to remain up-to-date.

Physicians want to be on the cutting edge of healthcare. They value new technology’s role in enhancing the patient experience and providing better information to their patients. The key is not technology just for technology’s sake – it has to help providers be more efficient or provide better care.

But that still leaves the question, “Are physicians comfortable with pharma being present at the point of care?” According to our recent research, the answer is: YES!

  • When asked if they would be interested in receiving free digital engagement solutions that include highly contextual, tailored content along with pharma-branded advertising, three-quarters of surveyed physicians said they’d welcome it.

Note the emphasis on tailored content. Physicians are consumers as well as healthcare providers. Sticking ads in their office with no real benefit to them won’t sit well. However, when you leverage highly targeted, specialty-specific education, pharma brand messages are not seen as intrusive, but rather part of a personalized information package that helps providers and patients make better treatment decisions.

This is just a snippet of a broader study – and we are happy to share the learnings. 

You’re welcome to dive deeper into the study results by visiting http://patientpoint.com/resources/patient-engagement-technology/

 

 

Linda Ruschau

DTC in FocusDTC NewsGuest Columnist

SWOT Analysis: Virtual Reality Destined to Become Successful Marketing Platform

October 31, 2018 0

Zen Chu, MD, of Accelerated Medical Ventures and senior lecturer at MIT Sloan School of Management, said “We’ve got so many new technologies and redesigned experiences impacting both the value we deliver and also the value patients are getting from healthcare.” A SWOT analysis shows that virtual reality (VR) is a novelty that will be become another successful communication marketing platform in the pharmaceutical mass media mix. From the assessment below, the benefits of the strengths and opportunities of VR marketing techniques substantially outweigh the challenges of the weaknesses and threats, which inevitably will decrease over time.

Strengths

Marketing approaches are enhanced with VR by providing more innovative information with immersive storytelling. Patients are exposed to the impacts of their medications by viewing colorful three-dimensional (3D) videos instead of reading dull, long-winded, monotonous drug information in black and white printed materials. The immersive Mechanism of Action (MOA) animation of VR is a full circle video experience with 3D images that provides narrative while stimulating the senses. Spatial audio allows patients to hear information emanating from all directions that result in a blended experience. In-depth sensory perception with VR creates empathy with an inspirational message that takes patients on a journey, captures their full attention, draws them into an encounter with pharmaceuticals, and coerces them into exploring their options while ensuring a memorable experience. Patients are motivated to become engaged with drugs in a resourceful way immediately after a VR pharmaceutical experience, which strengthens the value of VR as a marketing tool.

Weaknesses

Pharmaceutical marketers encounter challenges with the promotion of 3D imaginary visuals, the possible high cost of required equipment, an increase in manpower budgets and the subsequent lower marketing budgets and the lack of technology acceptance. Often times, VR marketers are confronted with the seemingly futile struggle to overcome the fantasy versus reality theme. 3D visuals bring the patient into a conceptual, fantasy world of a fictional environment as opposed to augmented realty (AR) which delivers a physical, real-world environment including sound, video, and graphics generated by computer technology. The cost of the necessary head gear can be expensive which could hinder marketing strategies that would promote it as an easily attainable communication vehicle. The patients’ perception is that it is not worth their investment of time and money considering the high probability of the insignificant value of 3D visuals that are not operational on such devices as iPads. VR campaigns necessitate more staff, such as artists, animators, and copywriters, which escalate the cost of manpower while decreasing the available funding for marketing efforts. Modern technology lacks human interaction in a manner that patients believe is detached and aloof. Simple, high-tech tools such as glasses lack warmth and are devoid of personal touch. Combining medicine with technology is regarded by some patients as standoffish and distant.

Opportunities

The promotion of products with branding, growth of empathy awareness through an imaginative experience, education, and training are all marketing opportunities that engage patients and doctors while increasing sales, drug compliance, and the number of new drug users. VR produces branding by supporting products that stimulate creativity and evoke senses which results in a unique, complete experience rather than merely a visual presentation. Empathy is built when doctors reaffirm to themselves that they chose their medical careers so they could positively influence humanity. VR serves as training and education for doctors with the optimistic outlook that any mistakes would occur during these simulated patient encounters and not in the real world. By presenting in videos the negative impacts on the quality of life with drug non-compliance, doctors are encouraged to prescribe certain therapeutic medications to keep patients on drug therapy for a longer period of time. This not only equates to improved health, but also an increase in sales and market penetration during growth and maturity drug cycles.

Threats

VR marketing strategies are susceptible to exposing the missing value or content, glossing over the specific benefits and risks of the drug, depicting non-compliance with the FDA, and focusing on a flashy fad. The VR experience is an entertaining simulation, but does not always include the requisite information. Striking graphics can overshadow the content. The patient remembers the glitzy presentation while recalling the data as lackluster. As one pharma marketing executive at Ferring Pharmaceuticals said, “Content is king and experience is queen.” Patients may lose interest in the health topic and be unable to identify the positive and negative impacts of the drug after viewing the video for only a few seconds if there is not an angle to keep them focused on the content. Messages are sometimes camouflaged by a great deal of pizzazz; however, they need to be a true representation of the drug that shows compliance with FDA approval and specific industry regulations. Many patients are under the impression that glasses can be easily replaced with the next innovation which may be less associated with a passing, showy toy, and more connected with a modest health apparatus that has longevity in the industry.

In summary, a SWOT analysis outlines the positives of VR pharmaceutical marketing which surpass the negatives. In the near future, challenges will be overcome in at least three ways:

  1. The cost of equipment is decreasing as demand increases and less expensive, more sleekly designed head gear bursts onto the market;
  2. Technology acceptance is growing immeasurably;
  3. More value and content is being added.

Undoubtedly, VR is destined to become the newest, avant-garde media tool in pharma that will increase patient engagement and ROI exponentially while improving patient well-being.

 

References

Bell, J. (2018). Pharma wades into the world of virtual reality marketing. BioPharma Dive.

Best ways to use virtual and augmented reality for pharma. (2017). Viseven.

Champagne, D., Hung, A. and Leclerc, O. (2018). The road to digital success in pharma. Pharmaceuticals and Medical Products.

How is the pharma industry marketing today in 2018? (2018). #TrendTalks.

Senson, A. (2015). “Virtual reality in healthcare: where’s the innovation?” TechCrunch.

 

 

admin

DTC in FocusDTC NewsGuest Columnist

Understanding the Spanish Culture for High Impact Multicultural Pharma Marketing

August 29, 2018 0

As Peter Drucker, renowned educator, management consultant, and author, said, “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.” This mantra holds true with multicultural marketing in the pharmaceutical industry, especially with Hispanic and Latino populations. Successful pharmaceutical marketing amongst the Spanish groups should focus on providing personalized care to the right individual at the right time in the right place thereby expanding upon the basic tenet of the Affordable Care Act which reaches all Americans.

Below are a few cultural considerations that increase industry profits by positively impacting the development of strategies for pharma marketing to Hispanic and Latino consumers who experience customized care.

Family Dynamics vs. Individualism

  • Group interdependence among family is at the center of the Hispanic world. Affiliation, cooperation, and group activities are weighted heavily as Latinos understand there is strength in numbers. Their health decisions rely on an extended family model and are typically made after consulting various family members. Opinions from adult children of the older generation are valued extensively. Pharma branding with marketing campaigns needs to be family-focused.

Imagery vs. Text

  • In the Hispanic culture, a picture is worth a thousand words. Incorporating culturally embedded cues into pharma marketing that reflect attire, family values, symbols, ethics, rituals, traditions, material objects, and services in their culture, stimulate how these consumers respond to the pharma industry. Through this identification process both their self-image and confidence in pharma’s judgment of prescription medication is enhanced, resulting in a change in their attitude towards the brand and eventual increased brand acceptance.

Technology Media vs. Traditional Media

  • In the past, it was widely believed that the only effective way to deliver Spanish-language pharma marketing messages was through traditional media, such as the television networks Telemundo and Univision. However, the newer generation of Hispanics on the go are not as interested in traditional media; they are more interested in smart phone technology and social media sites. One in three are the primary pharma decision makers as caregivers of an older generation of family household members and make their choices by engaging with technology media. They are three times more likely to use their smart phones to decide about pharma for themselves and other family members. Pharma marketing via technology media will soon become a leading strategy that is mandatory.

Fatalism vs. Optimism

  • Many Latinos believe that destiny is predetermined and little can be done to change outcomes. For example, they may believe that death is inevitable after receiving a cancer diagnosis and also believe that any type of prescription drug cannot improve the chance of survival because it is out of their control. A Hispanic participant in a recent NIH study sorrowfully stated, “I worked with a person who had arthritis and was going to get cortisone but the last time she went to get it at the hospital, she didn't return home. Instead, she went to the cemetery.” Pharma marketing must help Hispanics move beyond this mindset by reinforcing examples of positive outcomes in their culture with marketing campaigns targeted at patient support groups on social media, such as Facebook, that encourage pharmaceutical use to recover from an illness.

Natural Healing Remedies vs. Prescriptions

  • Home remedies tend to be the first medicinal approach used in the Latino culture prior to visiting a medical professional. However, often times these home remedies are more detrimental than beneficial. For example, recently Hispanic parents treated their infant with star anise tea to cure colic, which resulted in the infant suffering from seizures and needing to be rushed to the emergency room at a Miami hospital. Pharma marketers should see this as a new opportunity to gain market share by targeting Latino consumers with public service announcements about the dangers of consuming natural healing remedies in lieu of advanced pharma medications with proven results.

High Power Distance vs. Low Power Distance

  • Pharma marketing in the Spanish culture is impacted by high power distance because Hispanics conform to a hierarchy where everybody has a place in the world which needs no further justification. On the other hand, in a low power distance culture, inequalities of power between doctor and patient require further justification for acceptance. For example, when doctors prescribe a certain brand of medication to Latinos, often times the pharmaceutical is not questioned since the doctor is viewed as an authority figure not to be doubted for fear of appearing disrespectful. Pharma companies may gain a competitive advantage by providing guides to Hispanic patients describing the brand’s impact and side effects in plain, simple, straightforward, 3rd grade level Spanish language for additional motivational encouragement to stay on a medication regimen with a specific brand.

In summary, minorities are increasingly becoming the new majority and the so-called “average” pharma consumer is now interacting on a complex and multidimensional landscape. Knowing the customer is most likely the single most important concept of a flourishing pharma market across cultures, and in particular with the Hispanic and Latino groups. This growing diversity has had a substantial economic impact as shown by an increase in pharma spending power that has significantly encouraged marketers to take into account various cultural characteristics when formulating a winning marketing strategy.

 

Resources

Barker, KK and Guzman, CEV. Pharmaceutical direct-to-consumer advertising and US Hispanic patient-consumers. Sociology of Health & Illness. 2015 Nov; 37(8):1337-51. doi: 10.1111/1467-9566.12314. Epub 2015 Aug 3.

Katz JN, Lyons N, Wolff LS, et al. Medical decision-making among Hispanics and non-Hispanic Whites with chronic back and knee pain: A qualitative study. BMC Musculoskeletal Disorders. 2011;12:78. doi:10.1186/1471-2474-12-78.

Pinedo, Diana. (2018). The state of multicultural marketing in 2018. Healthcare Success.

Multicultural marketing: Embrace the New Normal. (2016). PM360 Online.

The Case for Culturally Competent Health Marketing. (2016). Newlink America.

admin

DTC in FocusDTC NewsGuest Columnist

POC Accountability Does Exist – Right Here

August 29, 2018 0

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Confused about point-of-care (POC) validation measures? I’m not surprised. The transparency and accountability of the POC channel remains a hot topic in the media; some are even calling POC one of the most misunderstood media spaces. I understand why, given every point of view  seems to report on a different “must-have” approach.

While there is no one right approach to POC validation, the bottom line is clear: It all comes down to trust and delivery. When choosing a POC provider to partner with, you not only have to ask whether you can trust the experience of this provider, but also whether they can substantiate with facts that you are indeed getting what you pay for.

Here's a brief overview of the checks and balances PatientPoint® uses to guarantee client deliverables and ensure that trust remains at the center of all our client relationships.

Confirming the Reach is Real

There are two key components to reach verification: providing clients with a list of installed locations and healthcare professionals they are being billed for, and confirming that the POC program purchased is physically there and on. Every brand or agency has the right to this vital information.

PatientPoint has selected SK&A (now IQVIA) as its official arbiter for physicians practicing in a given location. SK&A contacts practices a minimum of every six months to refresh its database. PatientPoint also has a direct line of communication with SK&A to reconcile practice and provider data that doesn’t align. This ensures the most accurate and current data is sent to our clients at all times.

While PatientPoint has been doing physical audits for years, we’ve further elevated our standards, having SPAR and PlaceBridge/J. Knipper take our entire list of installed offices and conduct a physical in-person audit across a statistically valid sample. As an additional action step, we also have the Alliance for Audited Media (AAM) certify the digital device counts we provide to our client partners.

Digital confirmation of device counts across 100% of our installed offices + physical audit verification = information you can trust.

Delivering the Data Behind Your Digital Ad Play

PatientPoint has invested significant capital into a digital signage platform that enables us to capture and track every client ad played in a physician’s office – even if the content is cached. That’s not an easy feat, and we’re proud of our efforts to ensure this can happen. AAM certifies our digital ad play reports we share with clients, and our platform also supports API integration, allowing access to and integration with third parties designated by our agencies or clients.

Validating Script Volume

PatientPoint pioneered the evaluation of POC using script lift data versus CPMs more than 15 years ago. We meet upfront with client research experts to gain alignment on methodology before executing a campaign study. While Symphony is our primary supplier, we have also worked with IMS and Crossix to evaluate our programs. To avoid any concerns surrounding manipulation of results, Symphony can forward results directly to clients and participate in meetings on results of PatientPoint programs.

Moving the Industry Forward

This is just an overview of the standards PatientPoint has in place to ensure clients’ trust and confidence remain in not only PatientPoint, but the entire POC channel. While news about POC transparency and accountability will continue to surround those companies trying to make up time for breach of trust, PatientPoint will demonstrate and deliver the reach and results we’ve always said we would. There’s a saying that it takes years to build up trust and only one moment to lose it. I’ve never forgotten that, and neither has PatientPoint.

I welcome the opportunity to speak with you personally regarding PatientPoint or all things point of care. Please connect with me at linda.ruschau@patientpoint.com or (513) 936-3549.

Linda Ruschau

DTC in FocusDTC NewsGuest Columnist

Trending Now: The Need to Put Patients First

July 27, 2018 0

The theme of this month’s newsletter is consumer trends. Here’s a recent one worth talking about: According to new research, consumer trust in pharma has hit a new low, dropping 13 points from 51% to 38%.

How can an industry that does so much good have such low credibility? Listen to patient testimonials in focus groups and those that are seeking treatment are incredibly appreciative of their prescribed treatment — especially when it allows them to breathe easier, or control their sugar levels, or prevent a heart attack. So why the drop? According to the research, the high cost of healthcare was partly to blame. Most respondents also said they believed pharma companies put profits ahead of patients.

This latter sentiment uncovers a real need for pharma brands to discover new, more personal ways to connect with patients. 68% of consumers said they would trust a pharma company more if it also provided them with information, tools, and support to help them manage their disease.

So let’s give the patients what they want! This doesn’t require a complete overhaul of your current marketing strategy; rather, brands can identify the right engagement opportunities where refined messaging will resonate most with patients — both inside the physician’s office and out. Promote the patient savings programs to make your drug affordable; explain the how and why of how your drug works in easy-to-understand terms (if regulatory will allow you!).

Putting the focus on the patient first, offering information, and resources throughout his or her care journey that helps them better understand their own condition, more effectively talk to their doctor and more easily find and follow the right treatments, is exactly what is needed to start to turn this trend around.

Point-of-care platforms are already providing patients and caregivers with disease-specific education and information in the waiting room, exam room, and beyond. Take advantage of these channels and feature accompanying content to show you empathize with patients and are truly a trusted partner in their care.

While trends are transitory, we can’t afford to ignore these perceptions of our industry. We all know the good work we’re doing to help patients live better, healthier lives. This research, however, should serve as an important reminder that we could be doing even more to show patients that their best interests are truly at the center of everything we do.

Linda Ruschau

DTC in FocusDTC NationalDTC NewsGuest Columnist

3 Takeaways From Pharma Direct-To-Consumer (DTC) Advertising Conference

July 27, 2018 0

Whether you’re new to the DTC pharma space in the US, or an industry veteran, what you need to know to stay ahead.

The advertising of prescription drugs on TV and in magazines is a uniquely American phenomenon. Turn on the news or flip through a magazine and you’re likely to notice a pharmaceutical commercial or ad. In fact, prescription drugs are now among the top 10 most advertised product categories in the US.

In the 15 years I’ve helped pharma brands forecast and test their direct-to-consumer (DTC) ad campaigns, I’ve seen a shift in the content. Where ads originally focused on drugs for widespread medical conditions (e.g. high cholesterol, depression), today’s campaigns address health problems suffered by much smaller populations, such as Crohn’s Disease and lung cancer. But that’s just one example of how the DTC pharma market has evolved in the US.

My SKIM healthcare colleagues and I recently attended the DTC National Conference in Boston to explore the industry’s latest trends and innovations. Here I’m sharing our top three takeaways from the DTC conference:

1. The Promise & Pitfalls of the 6-Second DTC Ad

Often referred to as “bumper ads,” the 6-second YouTube ad is a popular option for consumer marketers. But can these work for pharma brands? With their long length, complex messages, and side effects requirements, pharma DTC commercials may seem like unlikely candidates for this media.

However, 6-second DTC ads are not only plausible; their utilization is expected to grow. While the 6-second length is prohibitive for branded DTC ads with product claims and side effects, “reminder ads” are compatible with this short format.

What’s the ideal scenario for this type of media buy?

Woman on tablet

Since reminder ads only emphasize the drug brand name and contain no information about product benefits or side effects, we recommend their use in supplementing larger, branded campaigns. Brands spending at least $50 million in annual advertising will see most success with bumper ads. Since these 6-second ads typically employ the same creative look and feel as the longer commercials, they can aid viewer recall. However, without that level of ad spend, these 6-second DTC reminder ads are risky as they lack context and meaning when they’re seen by patients who haven’t been reached by the associated branded campaign.

2. Consider Addressable TV for Advanced Targeting

Successfully targeting and reaching the intended audience has always been a challenge for pharma marketers planning DTC campaigns. The population of patients who are eligible for the medication may be relatively small, meaning that a high percentage of advertising impressions are “wasted” on viewers who have no interest in the advertised product and will never be candidates for treatment.

“Addressable TV” is a digital innovation that allows marketers to target specific households using algorithms based on demographic and geographic data, similar to digital video. With nearly 50 million US households ‘addressable’ via cable set-top boxes, advertisers can now identify those homes whose members have a greater likelihood of having the medical condition that is treated by their pharmaceutical product.

Couple watching TV

Take as an example osteoarthritis, a medical condition that primarily affects an older demographic. Marketers can use Addressable TV to advertise an osteoarthritis drug directly to households with individuals 60+ years old vs. those with younger viewers who may be tuned in to the same programming next door.

When we work with pharma brands to forecast the impact and ROI of DTC campaigns, we model the awareness-generating ability of Addressable TV differently than we model traditional television. Current industry analysis indicates that Addressable TV is more effective; we will see if this trend remains evident as more and more data becomes available.

3. Explore Ad Concepts with Real Patients vs. Actors to Enhance Campaign Authenticity

Pharmaceutical DTC campaigns are sometimes criticized for using actors who don’t resemble actual patients, presenting an unrealistic depiction of the medical condition. Perhaps with this criticism in mind, some advertisers have opted for real patients in campaigns instead of actors.

“Before and after” photos are a staple of advertisements for dermatological medications. These photos become more convincing if real patients are depicted. Not only does the portrayal of the true efficacy of the medication become more accurate, the authenticity of the message is enhanced.

Nervous to ditch the actors? In our pharma DTC concept testing research, patient groups evaluate different ads and rate them according to standard metrics, such as their expected likelihood of asking their doctor to prescribe the medication. Patients can often sense when an advertisement is inauthentic and the message is more likely to resonate when authenticity shines through.

 

This article is republished with permission. Click here to read the original posting.

Fred Church

DTC in FocusDTC NationalDTC NewsGuest Columnist

Keep Point of Care in Front of Your Upfronts

May 29, 2018 0

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PatientPoint had the honor of sponsoring the Top 25 DTC Marketers and Hall of Fame awards at last month’s DTC National. During Hall of Fame inductee Christine Sakdalan’s passionate acceptance speech, one of her quotes really stood out, as it touched on some very relevant topics within our industry. She said: “More than ever, we have the great privilege and responsibility in healthcare to positively impact people’s lives. To make a meaningful difference in patient outcomes, we must purposefully lead with compassion and empathy, engage in relevant dialogue and foster partnership across the healthcare ecosystem.”

These values that Christine noted need to be at the forefront of decision-making during planning season. Lead with empathy. Engage in meaningful dialogue. Foster partnership. If your marketing strategy is built on these foundational tenants, and delivers relevant messaging to the patient at the time he or she needs the information the most, a positive impact is a near guarantee.

I see proof of this daily as I work with our client partners to create plans that enable their brands to be a part of the important discussions between patients and physicians. Sharing compelling testimonials, savings offers, clinical trial results and other similar information in the doctor’s office offers patients the guidance and empowerment they need at this time, making your brand a true partner to not only patients but their healthcare providers as well.

With all the news about consumers losing trust in brands today, it seems now more than ever is the time we collectively focus our efforts on what truly matters the most—the patient. This may involve a change from your tried and true marketing tactics, instead thinking outside the box to focus more on the channels, like point of care, that enable you to truly connect with patients and physicians and, as Christine so well noted in her speech, make a meaningful difference in patients’ lives. PatientPoint can help you do just that.

 

Linda Ruschau

DTC in FocusDTC NationalDTC NewsGuest Columnist

DTC for Cancer Treatments: Must-See TV

May 29, 2018 0

The word “cancer” has become a household word, used by cancer centers, drug manufactures and the non-profit community in aggressive and extensive DTC marketing initiatives. But, historically, marketing cancer products directly to consumers rarely (if ever) happened; it was one of those areas that was deemed to be “pushing it too far.” What has contributed to this significant shift? And what role does DTC advertising truly play today? As the cancer conversation continues to grow across national television and other channels, we believe understanding this shift is imperative. As such, we initiated research to uncover insight into the impact and role of today’s DTC efforts in this once taboo category. Our work included a combination of quantitative and ethnographic research with cancer patients and their oncologists.

We recently had the privilege of presenting our findings to an audience of industry peers and colleagues at the 2018 DTC National Conference in Boston and, not surprisingly, our presentation hit a nerve. In fact, during the presentation, one audience member spoke out, sharing his experience with a stage 4 cancer diagnosis and how he could directly relate to the research findings we were presenting. This powerful moment was followed by a few others, including multiple audience members approaching us after our presentation to share their personal cancer anecdotes. We were moved by this level of audience engagement, and, of course, thrilled that our content had transcended professional relevance to make personal connections with people who had themselves experienced cancer. What follows is a summation of some of the more salient points from our presentation.

We are in the age of consumer-driven, patient-centered healthcare. New tools are empowering patients and shifting US consumer expectations. Take the Internet, for example, easily the broadest and most common tool…

  • 70% of people use the Internet to figure out what condition they may have before visiting the doctor1
  • 52% use the Internet to understand what they need to discuss with the doctor1
  • 84% use the Internet to learn about treatment options after receiving an initial diagnosis1
  • 61% use the Internet to learn about treatment choices and side effects1

Information sources proliferate. Think about it: there is so much available, both online and offline, from government agencies, manufacturers, pharmacy services, health plans, hospitals, cancer centers, non-profit organizations, clinical trial recruitment, advocacy groups, support services, and even social media.

As such, healthcare has become an everyday conversation. And this includes the once taboo c-word, cancer. Can you remember a time when you would hear a friend or family member whisper that someone has cancer? Now, you hear people talk about it openly at home, at work, and even at the local market or Starbucks.

The Mighty is a social media platform where consumers create message boards and share content. Within the platform, there are about 40,000 people following the broader topic of cancer today, with about 50 separate cancer communities. This demonstrates exactly what we were saying—people are no longer afraid to talk about cancer. Patients and care partners seek out these communities for emotional support, education, information, and often for some much needed self-expression.

In 1996, when DTC advertising began with blockbuster drugs like Lipitor and Claritin, there was a total spend of $555 million behind prescription medications. It was a market dominated by allergy, cholesterol, migraine, and dermatology treatments. At that time, and even just a few years ago, DTC about cancer treatments wasn’t a thought. However, DTC today reflects a different mix for a different time. Every time you turn on the TV, there’s a good likelihood you’ll see a DTC ad focused on a cancer treatment. This includes some great work from brands like Ibrance, Keytruda, Neulasta, and Opdivo. Not surprisingly, $504 million was spent on oncology DTC in 2017 alone. Yes, that is close to the whole DTC spend across all categories back in 1996. And the cancer conversation is not limited to just advertising. Cancer has become a topic in mass media and news environments as well. From Robin Roberts’ very public cancer journey on TV, Time Magazine’s cover pages on how to cure cancer, and even US News and World Report ranking the top cancer hospitals in 2017-18, there is no shortage of daily headlines about cancer.

So why the shift?

  • Talking about cancer is no longer taboo.
  • Consumer expectations of cancer have changed. For example, there is now an understanding and expectation that—in many cases—you will survive a cancer diagnosis. In addition, treatments can go on for an extended period of time.
  • The information age has helped to drive shared decision making.
  • There’s an increased level of patient involvement in the physical treatment. In fact, from targeted oral therapies to patches, some patients can now engage in chemotherapy at home.
  • There is increased competition and “noise” in the cancer space, from the proliferation of treatment options, to discussions of rising healthcare costs, and the rise in the number of interested and invested parties (i.e., health systems, advocacy, etc.).

Yet, despite all of these changes, people still lack a voice when it comes to cancer conversations with their oncologists. With our 20 years of experience in ethnographic in-office dialogue research, we have recorded well over 4,000 visits, with over 400 in oncology. That, combined with the over 800 post-visit interviews with oncology patients and their oncologists separately, has provided us with a real-world view of these poor communication interactions.

During our presentation, we shared two video clips of interactions between oncology patients and their oncologists. Unfortunately, one can’t really call them conversations, as they are completely dominated by the oncologists. These videos helped to demonstrate some of what the patient has to deal with. The visits are wrought with emotion, and the oncologist not only dominates the interaction, but throws out medical jargon and technical terminology that even the brighter than average patient cannot understand.

Witnessing this, we asked ourselves a couple important questions:

“If today’s patient is more informed about their health overall, and cancer is far less stigmatized in today’s society, why isn’t the cancer patient having more of a voice? And, what does this say about the role of DTC in advancing the cancer conversation?”

To help us gain a better understanding, we conducted an online survey with our WPP partners at Lightspeed, and reached out to 100 people ages 18-65 who are either going through cancer treatment or have completed cancer treatment. We focused the survey mostly on people who had been diagnosed with breast cancer, lung cancer, or melanoma, as many of the DTC ads out today are focused on these topics; however, other cancer types were also included.

We learned that DTC contributes to a more level playing field. Seeing a DTC ad helps cancer patients become more comfortable and educated. It also supplements the research they are already doing, and provides a comfort level.

Over half of the respondents replied that they agree, or strongly agree that seeing a pharmaceutical ad for a cancer treatment reminds them that they’re not alone.

Our research also demonstrated that DTC supports a more common, better understood language about cancer. It helps provide patients with information in their own language. It also helps to identify that there are choices available so they can balance what they’re being told by their oncologists.

In addition, DTC helps improve overall feelings of trust for cancer patients. Those we surveyed told us they feel more informed, more comfortable with medical conversations, and less alone as a result of exposure to DTC advertising.

Trust is a topic that was of particular interest to us, so we dug deeper into this data. We found 84% of our survey respondents said they are extremely or very likely to trust their oncologist. And while pharmaceutical companies ranked the lowest when patients were asked about trusted sources of cancer treatment information, they did report that DTC advertising itself improves their trust in the specific product or brand that was advertised.

Regardless, it was not a surprise when 93% of patients surveyed said they have not asked for an oncology treatment by name. This is a consistent finding with our ethnographic research experiences across other categories.

In summary, cancer has become “Primetime” for a reason. At a high level,

  • Patients today expect to be informed
  • They demand information at their fingertips
  • They don’t want to be blindly led

What does the future of oncology DTC look like?

  1. We must continue to tap into and align with cultural values.
  2. We should look to be even more informative and balanced, not less.
  3. We need to find ways to connect with patients on their terms.

As DTC marketers, there is an incredible opportunity in front of us to help fuel an evolving and improved two-way conversation.

While patients will continue to look to and trust their oncologists and the cancer community for expertise and guidance, DTC can also continue to stimulate patient awareness and understanding, provide an often needed feeling of inclusion and support, and, thereby, support a more level playing field.

If you have questions or clients who you feel would benefit from knowing more, please reach out to Catherine Goss or Ashli Sherman.

 

Reference

1 – Manhattan Research, Google Consumer Study 2015 among online patients.

 

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