Celltrion said on the 8th that first-quarter U.S. prescriptions this year for its infliximab subcutaneous (SC) formulation treatment Remsima SC (U.S. brand name Zymfentra) jumped 185% from a year earlier, marking the highest quarterly result on record.
The company said the customized sales strategy led by its U.S. subsidiary is starting to deliver tangible results. Since the launch of Zymfentra, the U.S. subsidiary has pursued a "3P" marketing strategy targeting physicians (providers), insurers (payers), and patients at the same time.
First, it focused on engaging local medical professionals to expand prescriptions. Seo Jung-Jin, chairman of Celltrion Group, and other executives visited key U.S. regions to meet clinicians in person, and the local sales force was expanded to about 100 people.
It also strengthened collaboration with insurers and pharmacy benefit managers (PBMs). Because insurance reimbursement significantly influences prescribing in the U.S. market, Celltrion said it negotiated with major PBMs and insurers from the initial launch and secured reimbursement coverage for more than 90%.
It also ran patient-focused advertising. Celltrion's U.S. subsidiary is running Zymfentra ads through online and offline channels such as TV, YouTube, and social media (SNS), and is expanding in-hospital advertising as well.
The company projected the growth trend will continue in the second half. It said high reimbursement coverage, rising product awareness in the second year of sales, and a quarterly increase in prescriptions are expected to act as positives.
Other new product lines are also increasing their share in the U.S. market. Steqeyma (ingredient ustekinumab), launched in Mar. last year, captured a 10.2% market share within a year of its release. Aptozma (tocilizumab) and Stovoclo-Osenbelt (denosumab) secured reimbursement coverage by being added to major PBM formularies.
Celltrion plans to launch additional products in the second half of this year, including the Aptozma SC formulation and OMLYCLO.
A Celltrion official said, "Buoyed by customized sales activities targeting key groups that our U.S. subsidiary is pursuing, Zymfentra is setting new record-high prescription volumes every quarter," adding, "Because prescriptions typically increase toward the second half, we expect Zymfentra's growth to further accelerate."