Pfizer to Leverage Lipitor Formulary to Drive Sales

After revising its sales expectations downward for cholesterol treatment Lipitor, Pfizer plans to leverage the product’s formulary position to drive sales volumes and increase its share of new prescriptions, Ian Read, president of Pfizer worldwide pharmaceutical operations, said during the second quarter earnings call.

Revenues for Lipitor (atorvastatin calcium) are now expected to be flat or to decline 5 percent in 2007, compared with Pfizer’s previous April forecast of “modest growth to a modest decline,” the company said. The forecast assumes an increased level of contracting rebates for the product.

Two thirds of Medicare Part D, Medicaid and federally insured patients have Tier II formulary access to Lipitor. In addition, Pfizer’s new contract with Express Scripts, which placed Lipitor on its preferred drug list, commenced in June. 

“We continue to use our knowledge to optimize our Tier II access, and we are meeting with each customer to maintain our strong formulary position,” Read said.