A top 15 US-based Pharmaceutical manufacturer was concerned that their channel strategy was too tactical and was not complementing the vision for how pharmacies, clinics, distributors and regulators were evolving.
Blue Fin Group’s objective on this engagement was to ensure the client had a) plan that provided long term support of the client’s revenue and cost objectives and b) created short term strategic and financial gains and c) could evolve with the anticipated change in the channels including factoring for the need for ongoing acquisition and use of data, brand protection, and certain pharmacy outlets interested in working more directly with the manufacturer.
As Blue Fin Group has conducted over 40 channel strategy engagements across a wide spectrum of emerging to large manufacturers, we were able to provide unique insight in the opportunity to optimize for short term wins and to develop a long-term plan that was supported by Managed Markets, Field, and Trade Sales as well as upper management. As of 2008, the plan has been in place for 5 years and has unlocked over $500 million in value and is now being replicated for success in select European markets. In 2009, Blue Fin Group has been re-engaged to review the program against the changing marketplace in order to ensure viability over the course of the next 5 years.
