Monday,October 4

12:30 PM–1:30 PM

Registration and Lunch

1:30 PM–1:45 PM

Seminar Overview: Leveraging Distribution to Commercialize New Products
Healthcare distributors play a critical role in not only delivering products, but effectively bringing products to the marketplace. Distributors efficiently and effectively handlenearly 85 percent of all medicines — including pharmaceuticals in the fast-growing specialty sector, serve more than 165,000 dispensing locations and save the healthcare system $32 billion per year. This seminar will educate new product manufacturers about the role of distributors in commercializing new products and how they work with trading partners to safely meet the needs of their patients.

Perry Fri, Senior Vice President, Industry Relations, Membership and Education, HDMA

1:45 PM–2:30 PM

Healthcare Marketplace Trends and the Outlook on Specialty and Biotechnology Products
This session explores the latest healthcare marketplace trends for branded, pharmaceutical, generic, health and beauty care product sales. An outlook on specialty and biotechnology products will be covered along with perspectives on how emerging trends will affect strategic business plans in the coming year and beyond.

Jennifer Dolan, Principal, Dolan & Associates
Karen J. Ribler, Executive Vice President and COO, Center for Healthcare Supply Chain Research

2:30 PM–3:15 PM

Choosing Your Channel
The answers to several important questions can drive your product distribution channel and, therefore, your commercialization strategy. Your go-to-market choices depend in large part on your target patients, where and how they receive care and how the product is reimbursed. This session offers a discussion around these initial questions and provides an understanding of the available distribution channels.

Paul Furgal, Senior Director, Trade Relations, McKesson Corporation

3:15 PM–3:30 PM

Networking Break

3:30 PM–4:15 PM

Developing an Effective Commercialization Strategy
Commercializing a new product involves a detailed timeline with a number of elements: It is critical to identify the appropriate market channel, settle reimbursement issues for future patients and dispensers and implement and manage a complete set of logistics activities to ensure new products safely reach patients at the right time. This session will summarize the entire commercialization process, provide tips for improving your business plan and shed light on ways to find support among potential trading partners.

Rolando DeCardenas, Vice President, General Manager Oncology Rx Biopharmaceutical Solutions Group, US Oncology

Jean van Soelen, Vice President, Healthcare Informatics, US Oncology

4:15 PM–5:15 PM

Regulation of Distribution
Did you know that many states require manufacturers to be licensed as distributors? Are you aware that more than 30 states have enacted a patchwork of laws to require pedigrees on transactions involving pharmaceuticals, and FDA is working on regulations guiding product serialization? This session highlights federal and state regulatory requirements that are placed on distributors — and on manufacturers who act as distributors in commercializing their products. FDA’s Risk Evaluation and Mitigation Strategies (REMS) provisions, including restricted distribution, and an update on the effort to reform healthcare will be explored in depth.

Scott Melville, Senior Vice President, Government Affairs and General Counsel, HDMA

5:15 PM-5:30 PM

Wrap-Up

5:30 PM–7:00 PM

Networking Reception

7:00 PM

Dinner on Your Own

Tuesday, October 5

7:00 AM–8:00 AM

Breakfast

8:00 AM–8:45 AM

Building a Solid Commercialization Strategy
Successful product launches start with sound strategies to bring your product to market. Who can you go to in your company to help make this happen? What are your IT needs and how do you outsource your partners? What does the implementation process look like? When should you select your downstream partners? The answers to these important questions will help you build your own strategy.

Rob Brown, Vice President, Sales, Specialty Pharmaceutical Services, Cardinal Health, Inc.

8:45 AM–9:30 AM

Keys to Success for Managing Trading Partner Relationships
Effectively managing business relationships and supply chain partnerships is the key to any company’s success to efficient supply chain management — and to meeting the needs of the customer. This session provides insights on ways to manage the trade channel. How a company uses data sharing, manages the maturity of a product and more will be covered.

Robert B. Glasgow, Senior Vice President, Commercial Solutions, ABC Specialty Group, AmerisourceBergen Drug Company

Networking Break

9:45 AM–11:15 AM

Industry Case Studies — Sharing Lessons Learned and Keys to Success
Gain insights from companies that have already been through the commercialization process and discover best practices for taking new products to market. This session will explore lessons learned, highlight potential new opportunities and identify critical challenges your company will want to overcome.

11:15 AM–11:45 AM

Ask the Experts — Panel Discussion
After learning to plan a solid commercialization strategy, this session provides an opportunity to reflect, discuss lessons learned and their practical application, and provides an opportunity for seminar attendees a chance to ask questions specific to their company — and get responses from a panel of commercialization experts.
 
Facilitator: Perry Fri, Senior Vice President, Industry Relations, Membership and Education, HDMA

11:45 AM–12:00 PM

Wrap-Up and Event Takeaways

Perry Fri, Senior Vice President, Industry Relations, Membership and Education, HDMA

12:00 PM

Adjournment