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

- Show: [Let's Combinate](https://hardwarepodcasts.com/podcast/lets-combinate)
- Published: 2022-12-07
- Length: 37m
- Page: https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer
- Listen: https://podcasters.spotify.com/pod/show/letscombinate/episodes/062---Reimbursement-in-Europe--Access--Rebates--and-Negotiation-with-Stefan-Walzer-e1rnnr8

## Summary

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.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=0) Introduction: Dr. Stefan Walzer and MArS Market Access
- [2:02](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=122) Walzer's Career Path and the Evolution of Market Access
- [4:20](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=260) Germany's AMNOG Process and Recent Legislative Changes
- [6:50](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=410) Willingness to Pay, Conjoint Analysis, and Copayment Sensitivity
- [12:23](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=743) European Reimbursement: Evidence, Health Economics, and Reference Pricing
- [15:09](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=909) Mandatory Discounts, Rebates, and List Price Inflation
- [19:42](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=1182) Quality Adjusted Life Years (QALYs) and Subgroup Analysis
- [27:02](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=1622) The Market Access Podcast and Academic Engagement
- [29:36](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=1776) The Negotiation Lab: VR Simulations and Training
- [34:17](https://hardwarepodcasts.com/podcast/lets-combinate/2022-12-07-062-reimbursement-in-europe-access-rebates-and-negotiation-with-stefan-walzer#t=2057) Recommended Books and Final Thoughts

## Topics

- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Policy, trade & tariffs](https://hardwarepodcasts.com/topic/policy-trade-and-tariffs)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Leadership, teams & culture](https://hardwarepodcasts.com/topic/leadership-and-culture)

## Most relevant to

early-stage companies

## Mentioned

- MArS Market Access & Pricing Strategy (company)
- AMNOG (other)
- EMA (other)
- UK NICE (other)
- Decisive Consulting (company)
- Harvard Negotiation Program (other)
- ISPOR (other)

## Related episodes from other shows

- [#403: Global Perspective on Medical Device Reimbursement](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2025-04-24-403-global-perspective-on-medical-device-reimbursement) (Global Medical Device Podcast)
- [#465: Why Good Medical Devices Fail: Reimbursement Strategy with Ali Samiian](https://hardwarepodcasts.com/podcast/global-medical-device-podcast/2026-07-20-465-why-good-medical-devices-fail-reimbursement-strategy-with-ali-samiian) (Global Medical Device Podcast)

## Citing this page

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