News to Use for Agents in the Senior Market

A Publication of Senior Marketing Specialists
Week of May 22, 2017

tmbubble  Who is AHIP?

America’s Health Insurance Plans (AHIP). You may be familiar with AHIP because of doing your annual certifications to market MA and PDP products but they are so much more than that. AHIP serves as a strong, unified voice for an industry that is leading the way in transforming health care. Tens of thousands of industry professionals rely on AHIP to provide first-class advocacy, education, and information on our changing health care system, covering topics such as delivery and payment reform, high-cost drugs, Medicare Advantage (MA), Medicaid, and provider networks.

Why is this important? AHIP can help you not only prepare for certification but it can also help keep you up to date about changes in our industry with their blogs and newsletters. This year view taking your AHIP certification as an opportunity to learn more about our industry.

tmbubble Generic Drugs

Generic drugs are important options that allow greater access to health care for all Americans. They are copies of brand-name drugs and are the same as those brand name drugs in dosage form, safety, strength, route of administration, quality, performance characteristics and intended use.

FDA on Generics



First Generic Drug Approvals

“First generics” are just what they sound like—the first approval by FDA which permits a manufacturer to market a generic drug product in the United States. Find the list for 2017 here: https://www.fda.gov/Drugs/DevelopmentApprovalProcess/HowDrugsareDevelopedandApproved/DrugandBiologicApprovalReports/ANDAGenericDrugApprovals/default.htm
Patents are a property right granted by the United States Patent and Trademark Office anytime during the development of a drug and can encompass a wide range of claims. Exclusivity refers to certain delays and prohibitions on approval of competitor drugs available under the statute that attach upon approval of a drug or of certain supplements.
How long is a patent term?

Patent terms are set by statute. Currently, the term of a new patent is 20 years from the date on which the application for the patent was filed in the United States. Many other factors can affect the duration of a patent.
How long does an exclusivity period last?

It depends on what type of exclusivity is at issue. Orphan Drug Exclusivity (ODE) – 7 years New Chemical Entity Exclusivity (NCE) – 5 years Generating Antibiotic Incentives Now (GAIN) Exclusivity– 5 years added to certain exclusivities New Clinical Investigation Exclusivity – 3 years Pediatric Exclusivity (PED) – 6 months added to existing Patents/Exclusivity Patent Challenge (PC) – 180 days (this exclusivity is for ANDAs only) See 21 C.F.R. 314.108, 316.31, 316.34 and sections 505A, 505E, and 505(j)(5)(B)(iv) of the FD&C Act.

Why is this important? The use of generics is one of the largest ways your clients can save out of pocket expenses. If you can save money it can be redirected into building a more comprehensive benefit package.

tmbubble Examining the Veterans Market

Consider these facts:

  • Number of Veterans in 2015 – 18,931,395
  • Men Veterans are significantly older than women Veterans. The median age of men Veterans was 65 years in 2015, compared with 50 years for women Veterans.
  • The largest living cohort of men Veterans served during the Vietnam Era (August 1964 to April 1975) while the largest living cohort of women Veterans served during Post 9/11 (September 2001 or later).
  • 9,087,000 military personnel served on active duty during the Vietnam Era.
    Profile of Veterans: 2015 Data from the American Community Survey: https://www.va.gov/vetdata/docs/SpecialReports/Profile_of_Veterans_2015.pdf

Why is this important? If the average age of a Vietnam veteran was 22 that would make them currently between 64 and 75 and the perfect age band for marketing senior products. Several products including many Medicare advantage products fall into this category.

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