Services:

Of course, a sound commercial strategy is critical to the success of any pharmaceutical or biotech product.  It is also critical to effectively and efficiently distribute that product to the people who need it.  Failure to do so not only endangers patient outcomes but can also negatively affect commercial performance.

While many vendors offer limited tactical products and services related to trade and distribution operations, Campbell Alliance’s Trade and Distribution practice focuses on helping clients make better strategic decisions.  We have helped clients tackle distribution-related business challenges at the product, portfolio, and corporate levels.

The following outlines our Trade and Distribution practice’s service offerings:

Comprehensive Trade Assessment

• Trade and Distribution Fact Base (Primary and Secondary Research)
  • Identify key distribution-related market trends
  • Determine the current and future requirements of key distribution partners for your products (e.g., stocking, packaging, partner development opportunities)
  • Develop a “360-degree view” (i.e., encompassing the needs and perspectives of physicians, patients, distributors, and pharmacies) of trade- and distribution-related issues that may be affecting commercial performance
  • Evaluate the potential business impact of specific market events
  • Identify key opportunities and implications associated with trade and distribution strategies for your brand or portfolio
  • Evaluate current and potential marketing programs at the point-of-service or pharmacy level
  • Use the Fact Base to inform development of trade and distribution strategies

Comprehensive Trade Strategy

• Opportunity Identification and Prioritization
  • Identify key opportunities to optimize approaches to trade and distribution at the product, portfolio, and/or corporate levels
  • Prioritize opportunities based on their likely net positive financial impact

• Issue Identification and Prioritization
  • Develop a “360-degree view” of key distribution-related issues or threats
  • Assess their likely impact on your business results
  • Prioritize issues and threats based on their potential negative impact on your brand

• Action Plan
  • Identify potential strategic alternatives
  • Model the likely results of various strategic alternatives
  • Recommend the most appropriate trade and distribution strategy (for example, Channel Plan, Message Plan, Contracting Approach, Program Options)

• Implementation Support
  • Develop an implementation plan, a timeline, and resource requirements
  • Provide implementation assistance, as needed

Trade Launch Strategy 

• Optimal Channel Strategy
  • Evaluate potential strategies for the “Big Three” wholesalers
  • Prioritize regional wholesalers and warehousing chains for assessment
  • Evaluate potential strategies for specialty pharmacy

• Message Strategy (Internal and Channel Partners)
  • Identify key messages
  • Develop communications plan

• Stocking Plan
  • Estimate volumes required to meet demand
  • Assess geographic allocation patterns to prevent “spot” stock-outs or overages 

• Trade Program Analysis and Plan
  • Develop key account targeting plan
  • Assess stocking incentive options
  • Identify relevant promotional programs

• Comprehensive Pre-Launch Work Plan

Specialty Pharmacy Strategy

• Specialty Pharmacy Market Analysis (Primary and Secondary Research)
  • Understand the specialty pharmacy (SP) buying process
  • Identify key stakeholders
  • Understand their roles, perspectives, and objectives
  • Understand the current flow of products, services and money for your products
  • Evaluate how other competitive products are distributed

• Specialty Pharmacy Strategy and Contracting Plan
  • Determine with which stakeholders to partner
  • Identify likely contracting expectations and requirements of stakeholders
  • Model the outcomes of various contracting scenarios
  • Outline the optimum approach to contracting at the product or portfolio level
  • Characterize the current and future dynamics of the SP distribution process and determine the implications for your products

 Trade Program Analytics

• Program ROI Assessment (Product- or Class-Specific)
  • Determine relative impact on ROI of current incentives and promotional programs
  • Identify and assess other potential incentives or promotional alternatives

• Trade Promotional Resource Allocation
  • Rank current and potential programs by likely level of positive impact on ROI
  • Develop business cases for program budgets
  • Optimally allocate program budgets

• Process Improvement
  • Develop improved corporate approaches for assessing program impact
  • Evaluate program ROI to align appropriate allocation of resources