HomeCase StudiesDistribution Services Agreement (DSA) Strategy (mid-size pharma)

Distribution Services Agreement (DSA) Strategy (mid-size pharma)

Business Situation:

All wholesale/specialty distributor Distribution Service Agreements were expiring. The manufacturer’s portfolio had declined in aggregate and the wholesalers were all utilizing a “slotting” approach to dramatically increase the DSA rates.


1. Successfully negotiated and executed for Big 3 multi-year DSAs

2. Contracts were harmonized across each WH to align with portfolio strategic assessment approach

3. All contracts were executed within budgeted strategic financial targets.

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