CBI's Trade and Channel Management Conference
Dec. 9, 2009-Dec. 10, 2009Crowne Plaza Hotel Center City
Philadelphia, PA
www.cbinet.com/show_conference.cfm?confCode=PC09183&field=summary
Description:
Tony Lanzone, Vice President and head of the Trade and Distribution Practice at Campbell Alliance, will serve as conference chairman. Also, Jay Jauregui, Senior Practice Executive, Trade and Distribution Practice, will present on developing a specialty distribution strategy.
Abstract:
Specialty Distribution Strategy — Managing Your Specialty Trading Partners
The specialty pharmaceutical market is changing rapidly— growing at approximately 15% to 20% a year. In this evolving environment, specialty trading partners have become more than mere service providers. Therefore, it is critical that manufacturers of complex biologics and specialty products fully understand the impact — positive and negative — that specialty trading partners can have on their product, and determine how best to partner with them. In today’s environment, failure to effectively partner can adversely affect a product’s commercial success. This session offers a measured and systematic approach to managing your specialty trading partners, and also addresses key questions to consider when evaluating potential partners, including:
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What specialty distribution services does your product require for success and which partners best meet those needs?
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What specialty distribution model — or combination of models — is most appropriate for your product and how many partners do you need?
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What factors should you consider when contracting and how much should you pay for them?
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How do you measure performance of your specialty trading partners and how do you best manage your trading partner contracts and relationships?
Feature Articles
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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