Bulk Buying and Tendering: How Insurers Save on Generic Medications

Most people assume that generic drugs are cheap because they’re generic. But the truth is, generic drugs don’t automatically cost less just because they’re not branded. The real savings come from how insurers and pharmacy benefit managers (PBMs) buy them - and too often, that system is broken.

In 2023, generics made up over 90% of all prescriptions filled in the U.S., yet they accounted for only 17% of total drug spending. That sounds great - until you realize that many patients still pay $50, $80, even $100 for a 30-day supply of a generic pill that could be bought for under $5 in cash. What’s going on?

How Bulk Buying Works - and Why It Matters

Bulk buying isn’t just about buying in large quantities. It’s about using market power to force prices down. Think of it like Costco for prescription drugs. Instead of each insurer negotiating separately with drugmakers, they group together thousands of patients and say: "We’ll buy 10 million tablets of this generic blood pressure pill - but only if you give us the lowest price."

This is called tendering. Insurers issue requests for bids (RFBs) to multiple generic manufacturers. The company that offers the best price wins the contract - often for one to three years. The more manufacturers competing, the lower the price drops. When three companies make the same generic, prices can fall by 80-90% from the first launch price. For example, when the first generic version of lacosamide (Vimpat) hit the market in 2022, it saved over $1 billion in its first year alone.

But here’s the catch: not all generics are treated the same. Some have dozens of manufacturers. Others? Only one or two. And that’s where things go wrong.

The Hidden Cost of Fewer Competitors

Some generic drugs have very few manufacturers. Why? Because making pills isn’t profitable if the price is too low. When a drug’s price drops below the cost of production, companies quit. That’s what happened with albuterol inhalers in 2020. Prices crashed so hard that manufacturers shut down production. Hospitals across the country ran out. Patients couldn’t get their rescue inhalers.

This isn’t rare. The FDA found that in certain therapeutic classes - like antibiotics, heart medications, and seizure drugs - just three manufacturers produce 80% of all supply. That’s not competition. That’s a cartel waiting to happen. When there’s no competition, prices don’t fall. They stay high. And insurers end up paying more than they should.

How PBMs Turn Savings Into Profits

Enter pharmacy benefit managers - the middlemen between insurers, pharmacies, and drugmakers. PBMs like OptumRx, Caremark, and Express Scripts manage drug benefits for over 280 million Americans. Their job? Negotiate prices. But many of them don’t pass those savings along.

Here’s how it works: A PBM negotiates a $10 price with a drugmaker. Then they tell the insurer they paid $15. The insurer pays $15. The PBM pockets the $5 difference. That’s called "spread pricing." And it’s legal - as long as it’s hidden.

A 2022 study in JAMA Network Open found that many insurers had no idea how much they were really paying. Some generic drugs on their formularies cost twice as much as other generics in the same class - not because they were better, but because the PBM made more money off them.

And here’s the kicker: PBMs often place higher-priced generics on lower cost-sharing tiers - meaning patients pay less out of pocket… but insurers pay more. So patients think they’re getting a deal. But the real cost is hidden in premiums.

Transparent Models Are Changing the Game

There’s a growing movement to cut out the middleman. Companies like Cost Plus Drug Company and Blueberry Pharmacy don’t use spread pricing. They charge a fixed markup - usually 15% over the wholesale cost - plus a small service fee. No secrets. No hidden fees.

One patient on Reddit paid $87 for a generic medication through their insurance. When they paid cash at Cost Plus, it cost $4.99. That’s a 94% savings. Another user said they saved $32 a month on three generics by ignoring their insurance and using GoodRx. And it’s not just individuals. Employers who switched to transparent pricing models saw generic drug costs drop 22% in a single year.

Even Medicare is starting to wake up. In January 2024, the Centers for Medicare & Medicaid Services (CMS) required PBMs to disclose pricing details for Part D plans. That’s a big deal. For the first time, insurers will know exactly what they’re paying - and can demand better deals.

What Insurers Can Do Today

You don’t need to overhaul your entire system to save money. Start here:

1. Review your top 10 most expensive generics. Are there cheaper alternatives with the same active ingredient? Often, yes.
2. Ask your PBM: "Do you use spread pricing? Can you show me the actual price you pay for each generic?" If they refuse, it’s time to shop around.
3. Push for multi-source tendering. Don’t just accept the first bid. Force competition.
4. Use real-time data. Tools like GoodRx, SingleCare, and Blink Health show cash prices that are often lower than insurance copays. If your plan doesn’t cover a generic for less than $10, maybe it shouldn’t be on your formulary.
5. Consider direct-to-consumer pharmacy partnerships. Some employers now offer employees access to Cost Plus or Navitus Health Solutions as an alternative to traditional pharmacy networks.

One health plan in Ohio switched from a traditional PBM to a transparent model. Within six months, their generic drug spending dropped 31%. No change in coverage. No change in patients. Just better buying.

The Bigger Picture

Generics saved the U.S. healthcare system $445 billion in 2023. That’s huge. But if insurers keep letting PBMs control the process without transparency, they’re leaving billions on the table. The same drugs that cost $150 at one pharmacy cost $5 at another. That’s not magic. That’s competition - and it’s available right now.

The system isn’t broken. It’s working exactly as designed - for PBMs and drugmakers, not for patients or insurers. But it doesn’t have to stay that way. Bulk buying works. Tendering works. Transparency works. The question isn’t whether these tools are effective. It’s whether insurers have the courage to use them.

Next Steps for Insurers

If you’re an employer, broker, or insurer reading this, start with your top 5 most expensive generics. Compare their cash prices on GoodRx. If the cash price is lower than your plan’s copay, you’re overpaying. Then ask your PBM: "Can we switch to a transparent model? Can we do a tender for these drugs?" If they say no, it’s time to consider a different partner.

The savings are real. The tools are available. The question isn’t whether you can save - it’s whether you’re willing to stop letting someone else control the price.