The specialty channels are driving both growth and channel complexity in the Pharma and Biotech industry. The specialty channels are more complex by design. Complexity = products handling requirements (e.g. cold chain), high prices (> $3K..), extensive patient support infrastructures/services, regulatory requirements (e.g. REMs), etc. Specialty channel management is like conventional channel management on steroids.
Archives for April 2012
April 28, 2012 Leave a Comment
April 19, 2012 Leave a Comment
“Class of Trade”: Murky Element of Contracts and Channel Analytics
Have you ever wondered what is covered by the term “Class of Trade”? It is oftentimes a murky element of contracts and channel analytics that can have important legal implications. In this article published in the January 2012 issue of Pharmaceutical Commerce, I cover the basics to know, plus share a couple of case studies to hightlight the perils of misclassification.
