Demand management has different meanings to different audiences. For the sake of this discussion, demand management is defined as an understanding of the underlying elements driving revenue sales, and how they interact with one another. The interactions utilize a “three-legged stool” frame of reference. Question: Why this analogy? Answer: A three-legged stool cannot stand up with […]
September 10, 2012 Leave a Comment
April 28, 2012 Leave a Comment
What Is Specialty Channel Management?
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.
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.
