April 24-25, 2023

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What types of savings are possible with interchangeable biosimilars? As an additional treatment option with a designation that potentially saves some administrative hurdles, interchangeable biosimilars are expected to lower healthcare costs.1 Savings to the healthcare system with biosimilars have been

LUTZ, Fla. — Not Your Mother’s is a brand of hair care products owned by The DeMert Company. The brand was launched in 2010 and offers a wide range of hair care products, such as shampoos, conditioners, and styling products. Not Your Mother’s products are known for their playful and witty product names and packaging, and are sold in various retailers and online. This year they introduced a new and improved formula for their dry shampoos that uses a natural blend of rice and barley starches. Rice starch provides ultimate oil absorption without the

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Interchangeable Biosimilars May Help Lower Healthcare Costs and Promote Greater Access1

Beurer Introduces a New FourSeries Blood Pressure Monitor Line Beurer — the German-founded health and wellness company — introduces a new and improved blood pressure line. This collection features four distinct devices to accommodate everyone’s lifestyle needs. Following the retail success of the current Walmartexclusive monitor line, Beurer — the trusted, singlebrand solution in diagnostics — is revamping its latest blood pressure monitor series with the goal of helping people to better evaluate their health. There are physical traits and lifestyle choices continued on page 5

Compass Health Brands Is Revolutionizing the Home Healthcare Market at Retail Compass Health Brands has been the leader in retail home healthcare. They are a consumer medical products company headquartered in Middleburg Heights, Ohio. The company’s focus is on improving lives by bringing unique and innovative products to those who require assistance with their daily lives. Tony West, senior VP of retail, provides insight on Compass Health Brands’ approach, and how the company provides solutions at retail. See page 14 for more…

Discussing Innovative, Pharmacy-Centered Solutions With Outcomes Senior Vice President

Sweet and Multi-Sensorial Article Courtesy of Ferrara Candy Company, and the Chicago Sun Times

Q: Why are you excited to be attending NACDS

For all the decades I’ve been driving through the old post office, particularly during the five years I lived in Oak Park, I’d never actually been inside the sprawling deco complex, not beyond a quick 30-second dash into the lobby to mail my taxes. That changed Friday, and I found myself sitting in the sixth-floor funhouse splendor of the Ferrara Candy Company headquarters. That itself is an amazing development. “There is no way I could ever get inside,” say, Wrigley headquarters. Not through any imaginable process that didn’t involve me swimming

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Senior Vice President at Outcomes, Brent Stutz, recently sat down with Chain Drugstore Industry News and answered some questions for us.

Megalabs USA Brings Prospan Cough Syrup to US Market Article Courtesy of Megalabs USA American Consumers Can Now Purchase the Top Clinically Proven Ivy Leaf Remedy for Soothing Cough and Congestion for the First Time in the United States MIAMI — Megalabs USA — a subsidiary of Megalabs, a multinational which manufactures, markets, and distributes pharmaceutical products and continued on page 11

3rd/4th Edition • April 24-25, 2023

An independent publication not affiliated with any other organization Gary Cox Steve Cox Publishers

Matt Crown John McQuaig Deb McQueen Andrew Oseman Senior Associate Publishers Jessica Attoe Allison Honeycutt Jennifer Kinsman Christian Mungaray Damaris Mungaray John Pechota Kamraan Quddus Camille Reyes Sandra Robles Rebecca Willingham Associate Publishers Carl F. Shifflette III Art Director Clinton Ellis Graphic Artist Brianna Ward Digital Marketing Joshua Espinal Jordi Espinasa Samuel Rickert Editors Ashley Davis Content Coordinator Monique Carter Tiffany Webster Administration Chain Drugstore Industry News is published by Source Group LLC ©2023. All rights reserved. Business License #45-4600703 Advertising Inquiries: 520-722-2000

635 N. Craycroft Rd. • Tucson, AZ 85711 Phone: (520) 722-2000 • www.sourceg.net

OUTCOMES (continued from page 1)

Annual Meeting? A: 2023 is a year of innovation and product launches at Outcomes, one of the most transformative periods I’ve witnessed in the 20-year history of our businesses. NACDS Annual Meeting is an invaluable opportunity to discuss these solutions with pharmacy leaders and get their feedback so we can bring effective solutions to market informed by their needs. Through collaboration and the valuable conversations we have at this event, we can help pharmacies remain successful and build foundations for pharmacy revenue growth in the future. Q: What new products and solutions can pharmacies expect to see from Outcomes this year?

BEURER (continued from page 1)

that cause a greater risk of high blood pressure, also known as hypertension, which can lead to a higher risk of heart disease. According to the CDC, half of American adults (roughly 116 million) suffer from hypertension, and an even greater number are unaware of how to prevent it. The best way to avoid irregular blood pressure levels is to monitor it regularly. The upper arm blood pressure monitor, Auto 400, is the standard model with-

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Site Opens its Doors to Dogs at Work Article Courtesy of Boehringer Ingelheim Pharmaceuticals, Inc. In June 2022, our Milan site opened its doors to dogs at work. Since then, our Italian colleagues have been experiencing the benefits of working alongside their fourlegged friends. As part of the pilot project Dogs at work, our colleague Annalisa Gentili from Human Pharma Italy has been bringing her dog Sila to the office. Italy welcomes dogs with open arms everywhere. People bring them to restaurants, hotels, and private households; they are part of people’s daily lives. Studies found that dogs have a positive impact on people, making them happier, more relaxed, and more productive, improving their work-life balance and well-being. This motivated our colleagues to put this initiative into action. Turning an Idea Into Action This pilot project was only possible in Milan: It is not a production site, and all health and safety guidelines can be easily followed. Furthermore, the new working space is designed to improve collaboration and socialization between our colleagues — and now their dogs. We at Boehringer Ingelheim are not alone, as other compaA: I’m really excited to talk with pharmacies about our Pharmacy Opportunities, Order Grouping, and Virtual Verification solutions. Order Grouping offers a patient-led approach to Rx refill bundling, which saves time. Thanks to the work our team is doing to advocate for greater access to Virtual Verification, these services are now available to pharmacies in more states. Virtual Verification offers the power to move the prescription verification process to the cloud, which helps eliminate manual tasks and unlocks the ability to balance workload across multiple stores, which will help work get done faster. Q: What pharmacy problems do these new solutions help improve?

nies in the building share the same values. In fact, some of them were even frontrunners and provided valuable insights to turn the idea into reality. Sila and her friends had to prepare before they were allowed to come to the office. She and Gentili had to take a onehour exam to demonstrate that Sila would obey any of Gentili’s commands. Proof of the dog’s vaccination status and insurance policy was required as well to get their pet certificate, allowing Gentili to bring her dog into the office. Sila, Amelie, DJ, and their other fourlegged friends can only be in their “petfriendly” area in one of the three-floor offices. They have an exclusive elevator and lunch area where they can eat and drink. These measures help control where the dogs are, preventing people with allergies from having contact or people who want to avoid meeting dogs, can do so. “At the beginning, we considered every possible reaction by our colleagues. Today, we can say that the initiative is appreciated. Of course, some colleagues are not interested and don’t have to be. It is a voluntary action,” shares Marina Guffanti, AH communication manager, Italy. Overcoming Fears and Enjoying the Benefits of Working Alongside Animals Whenever Sila is present, a sign on top of ucts can help solve. We recognize that each pharmacy chain has its own priorities and ways of operating, and our solutions can be customized to allow or block specific features to keep pharmacy staff focused on the work that’s most impactful for the business and their patient population. This ensures pharmacists and technicians can continue to do the work they need to, but with greater prioritization and efficiency, which can help reduce burnout. Q: The Outcomes team is designing products to help pharmacies solve real-world challenges. How does your team keep the pharmacy at the center of everything they do?

A: Revenue losses due to staffing issues is the core problem these new prod-

A: We have more than 50 registered pharmacists across our organization. Each step in our product development process is being vetted by people that

in the four-series monitor line. The Auto 400 is equipped with inflation technology, cuff position, and an irregular heartbeat indicator. The monitor will also categorize the results by color and assesses whether a person falls within hypertension, normal, or hypotension levels. The second-tier monitor in the line, the Deluxe 600 Bluetooth upper arm blood pressure monitor, includes the same features as the standard model plus Bluetooth with app capabilities; increased memory and users; and a patented feature that detects whether your body is calm and at rest during measurement.

The Premium 800 and 800W — an upper arm monitor and a wrist monitor, respectively — are the last two top-tier devices that complete the series. When Beurer set out to engineer and design a whole new line to add to its growing diagnostic catalog, it was crucial to address accessibility and include an advanced, talking upper arm model and braille sticker. Additionally, in the highest-tier model, you can not only expect the same base features as the previous ones, but also Bluetooth compatibility with the free HealthManager Pro app, additional memory spaces, and a larger

Gentili’s desk alerts others of her presence to avoid any disturbances. Every time she must leave for a meeting where Sila can’t follow, colleagues volunteer as buddies to take care of them in the meantime. In Sila’s case, it is usually Lucia Mascolo, clinical trial start-up manager. Mascolo was afraid of dogs. In her childhood, she had a bad encounter that made her fear them terribly. “When this project started, I was sure this would be my opportunity to overcome my fear,” Mascolo shares. She trusted her colleagues and, against all odds, their dogs. She trusted in the measures taken by Boehringer Ingelheim, decided to be in the “pet-friendly” area right from the beginning, and even volunteered to be Silas’s buddy. “Getting to know Sila has helped me conquer my fear of dogs!”. The new friends now spend as much time together as possible. What Happens Next? The pilot project was over in December 2022. Mascolo and her colleagues were eager to know if Sila and her furry friends could keep coming to the office. A survey was conducted for all our colleagues in Milan to evaluate the positive and negative impact of their well-being and working balance due to the presence of canines at the office. The results were very encouraging. Learn more about these facilities and our business at www.boehringer-ingelheim.com, or Booth #240. have experienced work environments that can lead to burnout. Their expertise ensures our solutions are built with the end user in mind. Our solutions are designed to interact with one another, and when used together, they can help further amplify financial performance. For example, Virtual Verification and Order Grouping together can help save significant time that can then be used to complete fulfilling clinical work through our ‘Pharmacy Opportunities’ solution. Our solutions are designed to not only increase job satisfaction for pharmacy teams, but also to allow for more time for patient care and, ultimately, generate more revenue. Q: How can our readers learn more? A: You can learn more by visiting www. getoutcomes.com. Outcomes is at Booth #234 at NACDS Annual Meeting. backlit display. For easy setup, all of the monitors include a universal cuff, quickstart guide, manual, and batteries, plus instructions on how to contact the technical and customer care team for virtual assistance with setup. Launching in September 2023, the Auto 400, Deluxe 600, Premium 800, and Premium 800W blood pressure devices will be available at national and online retailers, and priced starting at $39.99. For more information about Beurer, please visit www.shop-beurer.com. Beurer is at Booth #530.

3rd/4th Edition • April 24-25, 2023

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Sunovion Answers is Named a J.D. Power 2022 Certified Customer Service Program Sunovion’s patient support program has been recognized four years in a row by J.D. Power for providing an outstanding customer service experience. MARLBOROUGH, Mass. — Sunovion Pharmaceuticals Inc. (Sunovion) announced recently that the company’s patient support program, Sunovion Answers, has been named a J.D. Power 2022 Certified Customer Service Program℠. Sunovion Answers has been recognized four years in a row under the J.D. Power Certified Customer Service Program℠ for providing “An Outstanding Customer Service Experience” for phone support. “We are honored to be recognized four years in a row by the J.D. Power Certified Customer Service Program certification for Sunovion Answers, which is a reflection of our organization’s consistent commitment to serve and create value for patients,” said Antony Loebel, M.D., president and CEO of Sunovion Pharmaceuticals Inc. “Our team is focused on ensuring that each and every patient receives a personalized approach and is guided step by step with resources and support.” “Once again, Sunovion Answers has been recognized for providing, ‘An Outstanding Customer Service Experience’ for phone support, which is a considerable accomplishment,” said Mark Miller, practice leader, customer service advisory at J.D. Power. “This certification is difficult to achieve year over year, and it is clear that the Sunovion Answers team is committed to going above and beyond with outstanding service provided to patients living with serious medical conditions.” Sunovion Answers is designed to provide personalized assistance for patients, their caregivers, and healthcare providers. Sunovion Answers support specialists provide live phone support and offer

medication information, insurance benefits information, and copay savings options to callers. They also help patients find support groups and other resources for further assistance. Sunovion has achieved J.D. Power certification through the J.D. Power Certified Customer Service Program℠ in 2022, 2021, 2020, 2019, and 2017. This recognition is based on successfully completing a detailed evaluation of practices across more than 20 categories and exceeding a customer satisfaction benchmark through a survey of recent servicing interactions. For more information, visit www.jdpower.com/ccc. About Sunovion Pharmaceuticals Inc. Sunovion is a global biopharmaceutical company focused on the innovative application of science and medicine to help people with serious medical conditions. Sunovion’s vision is to lead the way to a healthier world. The company’s spirit of innovation is driven by the conviction that scientific excellence paired with meaningful advocacy and relevant education can improve lives. With patients at the center of everything it does, Sunovion has charted new paths to life-transforming treatments that reflect ongoing investments in research and development and an unwavering commitment to support people with psychiatric, neurological, and respiratory conditions. Headquartered in Marlborough, Sunovion is an indirect, wholly-owned subsidiary of Sumitomo Dainippon Pharma Co. Sunovion Pharmaceuticals Canada Inc., based in Mississauga, Ontario, is a whollyowned direct subsidiary of Sunovion Pharmaceuticals Inc. Additional information can be found on the company’s websites: www.sunovion.com and www.sunovion. ca. Connect with Sunovion on Twitter, LinkedIn, Facebook, and YouTube. Sunovion Pharmaceuticals Inc. can be found at Booth #552.

MEGALABS USA (continued from page 1)

nutritional supplements throughout the Americas — has recently announced its launch of Prospan, the world’s No. 1-selling ivy leaf cough remedy, to the United States. Through Megalabs’ exclusive, long-standing partnership with Prospan manufacturer Engelhard, the globally popular herbal cough remedy will be available mid-2023 at major American retail outlets in Puerto Rico — including CVS and Walgreens, as well as online via Amazon and other e-commerce marketplaces. Formulated by Engelhard, the global leader in natural cough syrups, Prospan has been available around the world for over 70 years. Prospan contains an exclusive extract from the leaves of the English Hedera helix, commonly known as the ivy leaf. The proprietary extract used in Prospan, known as EA 575®, is carefully made using a patented extraction process and backed by rigorous clinical trials involving over 65,000 patients. Its non-drowsy, sugar-free herbal formulation work to relieve four different pathways for cough and cold, and has been shown to provide a reduction in cough, chest congestion, and inflammation, while opening airways in numerous clinical trials and studies on adults and children. Familyowned for two generations, Engelhard has recently celebrated 150 years as the first pioneering company to harness the effective potential of ivy leaf for cough, colds, and congestion. “We’ve long seen the value and benefits of Prospan through our twenty-year relationship with Engelhard in Latin America,” said Megalabs USA CEO Fabian Rivero. “Expanding Prospan to the United States will provide its evidence-backed, herbal relief to American consumers, and supports our mission to help improve people’s lives throughout the world.” Megalabs, Inc. is a multibillion-dollar company and one of the top pharmaceutical companies in Latin America. The com-

NOT YOUR MOTHER’S (continued from page 1)

gritty texture due to its smaller particle size. Barley starch gives a softer feel upon application due to its irregular particle shape and its natural color improves blending in hair. Combined, these help hair feel fresh for longer. In tandem with this reformulation, they launched a new Clean Freak Overnight Dry Shampoo that works to renew and soothe hair overnight, so users wake up feeling fresh. They also launched a Bond Building Collection under Curl Talk. This new wash and care system is specifically designed with waves, curls, and coils in mind. This shampoo, conditioner, and mask help to repair and strengthen hair with bond-boosting ingredients that visibly repair hair for more beautiful curls. This system delivers amazing results from day one while enhancing curl health with every wash. Finally, they are excited to announce

pany has a powerful, successful history in developing and launching brands across the globe and partnering with effective over-the-counter (OTC) medicine and nutraceutical manufacturers. Its Americanbased OTC division, Megalabs USA, has over 30,000 points of sale in the country, including all major retail outlets and online stores serving millions of consumers. About Megalabs USA Megalabs USA is a subsidiary of Megalabs — an international pharmaceutical company that manufactures, markets, and distributes pharmaceutical products and nutritional supplements throughout the Americas, including the United States and Canada. It distributes over-the-counter products formulated with plant extracts known for their medicinal attributes, combining them with nutraceuticals, vitamins, and minerals to produce highly effective products for various wellness categories. Our mission is to develop and market effective over-the-counter medicines and nutraceuticals, preferably of natural origin, that improve the health and quality of our customers’ lives. Company products are readily available in all markets in the Americas through subsidiaries and distributors that are highly committed to our brands, and active in multiple retail channels, including drug, food, mass, and e-commerce. Our vision has led us to build a successful multinational company with leading quality and effective products in the essential categories of over-the-counter medicines and nutraceuticals. And we have achieved this while complying with the exacting standards and procedures required for drug manufacturing to ensure the efficacy and safety of our products. Megalabs USA develops and provides effective, over-thecounter products and supplements that use natural ingredients to improve people’s health and quality of life. For more information, visit www. megalabsusa.com, call 305-663-2129, or email [email protected]. their entry into the hair color category with the launch of Love for Hue. Not Your Mother’s Love for Hue is a playful new way to create a whole new hue for your hair. These semi-permanent colors are deeply conditioning and ammonia free. They wash out in approximately four to six washes, so you can change your shade easily and bypass the damage of traditional colors. Per Nielsen’s latest 52 weeks of hair care data, Not Your Mother’s is the only brand in the U.S. that ranks in the top four for growth in the three hair care segments that account for 80% of category growth: dry shampoos, styling, and treatments. With these reformulations, launches, and category expansions, you can count on Not Your Mother’s to continue to drive exponential growth in hair care. For more information about Not Your Mother’s, please visit www.notyourmothers.com. Not Your Mother’s is at Booth #248.

Why You Should Diversify Your Trade Show Marketing While trade shows are a highly competitive environment, they also offer the unrivaled potential for getting in front of the right buyers. You can meet with hundreds, if not thousands, of interested parties in a short period of time. In just a few days, there is the possibility to transform your sales revenues by signing contracts with numerous new partners. But, how do you stand out from the crowd when there will likely be other companies attempting to sell similar products to the same buyers? The answer lies in using a diverse trade show marketing strategy that grabs the attention of your target market. Let's dive in and find out how you can boost your trade show sales with inn an innovative advertising approach.

Digital Trade Show Marketing

While many businesses may have taken part in a virtual trade show over the past year, digital marketing is just as important when it comes to physical trade shows. For example, you can generate interest in your products in the build-up to the show, making your trade show booth the first stop for interested buyers. You could even display your trade show exhibits online, so businesses know it is worthwhile to visit your stand. One of the best ways to reach a large number of businesses in a short time period is to use social media. It's important to have a solid strategy to maximize your return on investment, and you can also combine this with an effective search engine optimization (SEO) approach. You could target keywords such as 'trade shows near me' to climb higher up the Google rankings when companies search for this phrase. These techniques can get you ahead of the competition before the first day of the show.

Maximize Your Reach

Far too many companies take out an advertisement in trade show magazines without thinking about the distribution reach. But, this is a crucial element. When you work with a professional trade show marketing company, they will ensure your ads reach the maximum number of businesses. They can also help you design eye-catching materials that get the best results.

Follow Up with Leads

No one wants to appear pushy or overbearing, but it is essential to follow up with your trade show leads. It's a good idea to keep a record of each person your speak to and email them with a friendly message a couple of days after the show. You can also stay in touch over the longer term, so a business knows you are available when they require your services.

Work with Expert Trade Show Marketers

There is a lot to do before you attend a trade show to ensure you can show potential customers why they should buy from your company. However, you don't have to tackle trade show marketing alone. By working with an expert team, you can get the most from your advertising budget and maximize your chances of getting leads and closing sales.

For a consultation and a free quote, contact the Source Group team today.

3rd/4th Edition • April 24-25, 2023

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FERRARA CANDY (continued from page 1)

ashore at Goose Island, shedding my wetsuit, scaling a wall, knocking out a guard, then shimmying through the ventilation system. But Ferrara invited me. And as soon as I settled in a conference room, I could see why. They’ve invented a new type of candy. “The hot product right now is Nerds Gummy Clusters,” said Greg Guidotti, chief marketing officer at Ferrara, standing before a conference table piled with bags of candy. “You can open it. Give it a look, and try it.” He didn’t have to ask twice. I tore open a small bag, suppressed my first thought — “They kinda look like candy coronavirus spheres” — as indecorous, and popped one in my mouth. “Essentially, it’s classic Nerds wrapped around a gummy deposit,” said Guidotti. I wish I could buy bags of Guidotti’s enthusiasm — a seasoned marketing pro

BOEHRINGER (continued from page 1)

estimated to be $54 billion over a 10year period, which may translate to greater patient access.2 Out-of-pocket savings for patients will depend on a number of factors, including the type of insurance coverage (i.e., commercial or

who spent time at Kraft and sold Duracell in Asia — to munch throughout the day. Or better yet, send packages to the PR sorts that I generally have to try to wheedle information from, who narrow their gaze and worry, in a chill voice that sounds like it’s coming from the woman in “American Gothic” — “You want more information about our product? Why would you want that?” It’s such an unexpected joy to meet somebody who is actually good at what he does. “We launched this in 2020” at the National Confectioners Association Sweets & Snacks Expo, Guidotti said. “This was Best Innovation. This has doubled the size of the Nerd business. Up 130%. Growing household penetration, and repeat is well above 55%. It’s amazing. An amazing product.” “It’s fantastic,” I agreed, chewing. “We took all that was beautiful and great about the classic Nerds, the shake,” he said, giving a box of tiny Nerds candies an illustrative rattle — “and wrapped it around a gummy deposit so it has this beautiful, multi-textural,

multi-sensorial. It’s really next level.” Speaking of the next level, I took a quick tour of the Ferrara headquarters, a gorgeous state-of-the-art urban workspace that honors its past — light fixtures crafted from copper candy kettles, wall murals made of steel gummy bear mold forms — while providing all the new bells & whistles that creative kids demand to soften the indignity of actually going to work, including a Trolli sour gummy worm-themed gaming room. “Trolli is about being weirdly awesome,” explained Guidotti. “Trolli is all about gaming and gamers. When we think about Trolli consumers, they are very much Gen Z gamers. They’ll play XBox and play Halo and eat Trolli.” Ferrara moved its headquarters to the Old Post Office in November 2019. “Coming downtown was really about talent,” said Guidotti. “There’s so much vibrance.” COVID-19 began shutting down the city three months later, but Ferrara kept busy. “We innovated through the pandem-

ic,” said Guidotti. “Sweet Tart Chewy Fusions — it’s a gummy deposit with a sugar crisp and sugar shell. Multi-sensorial ...” I wish I could go on, but you get the idea. Honestly, my visit wasn’t supposed to end up in the paper at all; just stopping by to introduce myself and try to set up a factory tour. But I had so much fun, it felt wrong to keep it to myself. I can’t speak for everybody, but sometimes a person wants to read something in the paper that isn’t horrible. Lest I get lost in sugar-stoked enthusiasm, I do feel obligated to find some kind of negative aspect to all this. Hmm ... OK. The package of Nerds Gummy Clusters I opened at Ferrara purports to contain three servings. In what world? Even manfully struggling to hold back, and tightly closing the bag, and hiding it from myself on the trip home, the Nerds Gummy Clusters still were all gone by the time the train reached Mayfair. Learn more at www.ferrarausa.com, and Booth #615.

Medicare/Medicaid) and manufacturers’ cost support programs. Once the FDA has determined that a biosimilar has met the additional requirements to earn an interchangeable biosimilar designation, a pharmacist may auto-substitute that product for the reference product, subject to state pharmacy laws. Learn more at www.boehringer-

ingelheim.com/us/interchangeability. Boehringer Ingelheim Pharmaceuticals, Inc. is at Booth #240.

Biosimilar-Product-RegulatoryReview-and-Approval.pdf. Accessed November 24, 2020. 2. Mulcahy AW, Hlavka JP, Case SR. Biosimilar cost savings in the United States: initial experience and future potential. RAND Corporation. www. rand.org/pubs/perspectives/PE264. html. Accessed December 1, 2020.

References 1. U.S. Food and Drug Administration website. Biosimilar product regulatory review and approval. https:// www.fda.gov/files/drugs/published/