Retail Pharmacy Guide Serves as Invaluable Resource after Corporate Restructuring

IndustryPharmaceutical Manufacturer
ProblemAfter a corporate restructuring and re-alignment of trade accounts, a manufacturer needed to provide its national and regional account managers with current market information on retail pharmacy chain and drug wholesalers accounts.
PHSI SolutionPHSI researched the retail pharmacy and drug wholesaler industries identifying market dynamics and drivers. An in-depth guide was created illustrating the current pharmacy and wholesaler landscape by company, its participants’ strengths and weaknesses, and forthcoming industry opportunities and challenges.
ResultsThis guide provided relevant information to account managers about their new accounts and how best to position the manufacturer to support the retail trade segment. For retail pharmacy accounts, the guide discussed how to approach decision makers, proper messaging with product issues, and developing stocking incentives for new products that balance sales and inventory management goals. For wholesaler accounts, the guide detailed how the manufacturer can work with wholesalers to accomplish corporate objectives on new product launches, pull through programs, product returns, recalls, and pharmacy support programs.