CBI Specialty Drug Commercialization
Nov. 13, 2008-Nov. 14, 2008Crowne Plaza Philadelphia
Philadelphia, PA
www.cbinet.com/show_conference.cfm?confCode=PC08080&field=summary
Description:
Develop a Comprehensive Pre-Launch Trade and Distribution Strategy for Specialty Products
Tony Lanzone, Vice President and head of our Trade and Distribution Practice will present a session on developing a comprehensive pre-launch trade and distribution strategy for specialty products.
Abstract:
Flawlessly executing a launch — both in terms of strategy and tactics — is critical to the long-term success of a product. To successfully execute the launch of a specialty product in today’s marketplace, manufacturers need a structured approach to address critical questions and to evaluate the needs and requirements of the asset. When developing a trade and distribution strategy in preparation for launch, it is essential for manufacturers to clearly understand the three primary fulfillment channels — retail, specialty pharmacy and physician buy-and-bill — and to develop a strategy that best aligns with the channels that are instrumental to the commercial success of the asset. This session provides delegates with a framework for developing a comprehensive pre-launch trade and distribution strategy for their specialty product.
- Evaluate potential distribution strategies and fulfillment channels
- Align product, physician and patient needs with distribution strategies and partners
- Determine appropriate trade partners
- Develop trade partner agreements (i.e. fee-for-service, incentive programs)
- Execute and monitor trade launch strategy
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Sales Force of the Future: Driving Effective Sales Training in the Era of the Fading Blockbuster - SPBT's FOCUS Magazine
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
George Schmidt, Senior Vice President of the Sales Practice, discusses the impact of the current pharma and biotech landscape on sales forces and Training & Development departments....
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