Project
Specialist pharmaceuticals company operating in the fields of Gastroenterology – Selection of a new Strategic Distribution Partner.
Client
Our client is a specialist global pharmaceutical company based in Switzerland. The client focuses on the development, in-and out-licensing, and marketing of innovative pharmaceutical products in the field of gastrointestinal (GI) diseases. The company employs over 300 people worldwide and distributes its products, including well-known brands, in more than 65 countries.
Objective
Identify and secure a new, specialist pharmaceuticals prescription medicines TGA sponsor and distributor. The incumbent Australian distributor decided to exit the distribution agreement with our client following an acquisition by a global Pharma company. As such, our client’s products were considered non-core by the new owner, and a new distributor needed to be identified and secured in a minimal amount of time.
Outcome
Strategy Australia was selected to undertake this strategically critical project because of its significant knowledge of distribution channels and how they operate in Australia. Specific product molecules (active ingredients) were identified in the client’s in-scope products. These were used to conduct an extensive search of medical registers to identify potential distributors operating in complementary areas of pharmaceutical preparations. Several candidates were identified using Strategy Australia’s methodology, and a final selection process is now being undertaken.