Beyond Logistics: Exploring the Distributor's Role in Bringing Innovative Drugs to Market

R&D Magazine, Akin Odutola |

Consider this scenario: a potentially curative multiple sclerosis therapy is awaiting FDA approval. The pharmaceutical manufacturer has a lot at stake with this product—the company has spent decades discovering, researching and developing this medicine and put tremendous investment behind it. A million people in the U.S. are waiting anxiously for this drug to transform their lives and rid them of their disease. While the market is awaiting the product’s approval, it is likely that the manufacturer has determined a channel strategy, had payer conversations and selected a distribution partner. If the manufacturer has been disciplined with commercialization planning, a complex pharmaceutical supply chain is ready to be activated.

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