Hardware Podcasts

062 - Reimbursement in Europe, Access, Rebates, and Negotiation with Stefan Walzer

Let's Combinate · 7 Dec 2022 · 37m

What this episode covers

Dr. Stefan Walzer, CEO of MArS Market Access & Pricing Strategy, explains the complexities of European reimbursement, focusing on Germany's AMNOG process, mandatory discounts, and the role of Quality Adjusted Life Years (QALYs) in pricing negotiations. He details how payers use evidence packages, health economic models, and reference pricing to determine reimbursement, noting that mandatory discounts often fail to save systems money long-term as companies adjust list prices. Walzer also discusses his Negotiation Lab, which uses virtual reality simulations to train stakeholders in high-stakes pricing negotiations, and emphasizes the importance of preparation and stress management in achieving favorable outcomes.

Most relevant to

early-stage companies

Topics

Mentioned

Companies
MArS Market Access & Pricing Strategy, Decisive Consulting
Also
AMNOG, EMA, UK NICE, Harvard Negotiation Program, ISPOR

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