Are you thinking about distribution strategically?

Your approach to distribution can have a profound impact on a medicine’s success. Taking a strategic approach can result in an optimal patient experience as well as deliver financial benefits. The unique attributes of each medicine, such as the method of administration, site of care, patient service needs, payer dynamics and data requirements often lead to need for a customized solution. Ultimately this ensures the delivery of the medicine to the right place, at the right time, and right price. The key is to undertake a thoughtful and deliberate approach focused on achieving strategic advantages and efficient execution.

Strategy Development

• Educate the organization on the critical importance distribution can play.
• Early planning is critical to provide time to consider alternatives and trade-offs.
• Understand expectations from patients, providers, distributors, payers and other key stakeholders.
• Consider the competitive landscape by evaluating the performance of existing market approaches with benchmarking data.

Execution

• Hire and train savvy account managers with strong B2B skills.
• Ensure the entire commercial organization understands the rationale and can explain the model to key external stakeholders.
• Engage early with distribution partners to avoid rushed negotiations.
• Collect the necessary data to allow ongoing assessment and evaluation of performance.

Getting this “right” by avoiding a “one size fits all approach” can avoid a lot of downstream headaches while delivering significant tangible value.

• Patients starting on therapy faster and staying on longer.
• Avoiding provider and patient frustration.
• A more secure supply chain with better inventory control and management.
• Better pricing.

Need help designing a distribution strategy to optimize your medicine’s launch? Contact us at info@a3access.com.