Attention - Otezla needs a new distribution strategy

Discussion in 'Celgene' started by anonymous, Jun 2, 2017 at 1:18 PM.

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  1. anonymous

    anonymous Guest

    Full disclosure. I work for a vendor that consults on distribution strategies for specialty pharmaceuticals. So take what I say with a grain of salt.

    Now, with that done, Otezla needs an up to date distribution strategy. Yours is the worst in the industry. It's almost as if you just force fitted Otezla delivery into a hematology-oncology platform. They are so different and that can't work once you get an critical mass with NRX volume. You have the best first use product in your two indications, but your competitors are absolutely killing you with trade, retail, GPO, hospital, DOD, VA and other channel approaches. Your entire effort seems to be to contract with a few Specialty Pharmacies and then ignore them. You understand that your competitors have incentive programs in place to expedite the pull through of their product, and, most importantly, to disrupt Otezla's non existent efforts. You seem to think that getting access for your product at the payer level is a win-all. It's not.

    Again, getting payer access isn't the end of your efforts. It's the beginning. Without the wholesalers, purchasing groups, online adjudication vendors, specialty pharmacies, GPOs etc working in conjunction with the win, little happens. When this happens, there's very little left to do except blame the sales force and thump your chest.


    Trying to get your field based account team to call on anything outside of their hematology/oncology world is futile. You need to implement from the top with financially productive contracting.

    Next time, pick up the phone or return the email. You guys have a diamond that isn't getting noticed because your trade strategy is for a different company at a different place in time.
     

  2. anonymous

    anonymous Guest

    Looks like someone's balls aren't drained
     
  3. anonymous

    anonymous Guest

    Haha gotta love consultants trying to drum up business on cafepharma with old flawed info