CHANNEL, DISTRIBUTION & TRADE CASE STUDIES
Real-world case studies showcasing how CDT assists life sciences companies design smarter distribution channels, optimize trade strategy, while negotiating fair and balanced distribution and dispense agreements to execute with confidence.
Case Studies: 2025 client Success stories
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Supporting a first-time rare disease manufacturer preparing to launch its initial IV medical benefit product.
What we did
• CDT reviewed and revised an original channel and distribution strategy developed by another strategy and distribution firm.
• Led the team through a strategic process to identify a more efficient and cost effective channel strategy than previously identified.
• Managed a rigorous RFP process to identify optimal 3PL, specialty distributor, and specialty pharmacy channel partners. • Led the negotiation and red-line support of the above channel agreements through contract execution.
Outcome
A successful launch-ready channel strategy with optimal partners aligned to product and market needs. Delivered $20 million of gross to net savings compared to the original channel financial forecast supplied by the original firm.
Neurology Launch: Distribution Set up & contract negotiation/strategy execution within 6 months
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Hands-on support for a new manufacturer launching its first neurology product with very tight launch timelines.
What we did
• Translated channel strategy into rapid tactical execution with CDT hands on support.
• Partnered with Market Access and Trade leadership on implementation.
• Negotiated operational and economic terms across 3PL/SD and SP Partners leading to distribution and dispense contract executions.
• Developed trade policies and procedures.
Outcome
Converted strategy to tactical execution leading to commercial launch readiness in less than 6 months.
Channel Agreements Health Check: A review leading to more fair and balanced terms & GTN savings
Rare Disease Launch: Initial Firm's Strategy Reassess, Manage RFP Process, led contracting execution
Channel Agreements Health Check: A review leading to more fair and balanced terms & GTN savings
Assessment of an existing channel strategy and related distribution/dispense agreements for an established pharmaceutical manufacturer.
What we did
• Evaluated their existing distribution and specialty pharmacy agreements.
• Identified enhanced contracting language to better support fair and balanced agreements with channel partners.
• Identified opportunites to reduce current channel partner service fees based on enhanced contract terms and CDT negotiation support.
Outcome
Fair and balanced channel agreements with SDs and SPs and significant gross to net savings allowing increased investment in other areas of market access and patient support programs.