TACTICAL PLANNING CASE STUDIES

At Trinity, we’ve worked on tactical solutions to position our clients for success.

CASE STUDY: Specialty product distribution strategy

CASE STUDY: 

For this leading pharma company, we defined the optimal distribution strategy for a new, targeted oral oncology product.

CLIENT SITUATION:

  • This client was preparing for an oral oncology agent product launch
  • This leading pharma company needed to determine a distribution strategy for the novel agent’s launch

TRINITY'S ROLE

Trinity reviewed the oncology distribution landscape and the product’s specific market requirements in order to define the optimal distribution strategy for the product

  • Defined and evaluated alternative distribution models against product requirements, customer needs, and competitive imperatives
  • Interviewed oncologists, practice managers, sales directors, and pharmacy directors for key accounts
  • Analyzed dispensing logistics, payor coverage and prior authorization procedures, costs of value-added services and data, and channel inventory economics

ILLUSTRATIVE EXAMPLE:

US oral oncology product distribution channels

  • Oral oncology products can be distributed via specialty pharmacies (directly or via wholesalers), retail outlets (via wholesalers), or through dispensing oncology practices (via oncology GPOs and wholesalers)

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PROJECT OUTCOMES:

  • The client launched the product with Trinity’s recommended distribution strategy, establishing a new distribution model for the company
  • Trinity supported broader implementation across the oncology portfolio