Gartner Research

How Pharmaceutical Companies Can Capitalize on New Capabilities in Downstream Channel Distribution

Published: 23 August 2016

ID: G00302215

Analyst(s): Lisa Callinan


A changing ecosystem for delivering pharmaceutical products and services has shifted the role of channel distributors in the value chain. Pharmaceutical companies should re-evaluate distribution channels and capitalize on new capabilities in downstream networks.

Table Of Contents
  • Key Challenges



  • Capture the Cost and Service Benefits of High-Performing Supply Chains, and Focus on Logistics, Collaborative Demand Planning and Analytics
  • Adopt a Hybrid Approach That Leverages Both Direct and Indirect Distribution Channels for a Segmented Product Portfolio
  • The Rise of the Specialized Pharmacy as a Distribution Channel
  • Create a Role Within the Supply Chain Organization That Has Specific Responsibility for Optimizing Downstream Distribution Channel Networks

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