A Value Proposition: Managing the Supply Chain


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Managing inventories, working closely with contracted suppliers to ensure deliveries, and ensuring that healthcare professionals have preferred materials are all crucial, behind-the-scenes elements to a company’s success. And, by managing inventory more effectively, companies can increase the odds of holding on to their most valuable asset — their customers.
That link is now understood by many industry leaders, and the industry’s approach to managing operations is changing. No longer does it apply simply to the manufacturing of products, but also to managing a supply chain — spanning suppliers’ suppliers to customers’ customers. Effectively configuring a company’s supply chain can be a source of sustainable competitive advantage, and can significantly impact the bottom line.
Pharmaceutical organizations that have been successful in managing their supply chains have a few traits in common. They often make structural or organizational changes that add directly to the company’s profitability. They involve the marketing and sales department in logistics early on in a product’s launch. They create partnerships with suppliers and customers. They capture relevant data and track performance of their distribution systems. And they put their best people in the departments that oversee a coordinated…

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Experts on this Topic
AMR Research Inc. Boston.; AMR Research is a strategic advisory firm that provides critical analysis and actionable advice to business and technology executives to help them manage resources, assess and mitigate risk, and increase business value. For more information, visit
Jamie Duke. VP of Products, Operations and Strategy, SciQuest Inc., Research Triangle Park, N.C.; SciQuest provides technology, services, and domain expertise to optimize procurement and materials management for the life-sciences, industrial research, and higher-education markets. For more information, visit
Adam J. Fein, Ph.D. President, Pembroke Consulting, Philadelphia; Pembroke Consulting is a management consulting firm assisting senior executives from market-leading wholesale distribution, manufacturing, and B2B technology companies. For more information, visit
Russell Hagey. Managing Director, healthcare/biotech industry, Bain & Co. Inc., Los Angeles; Bain & Co. is one of the world’s leading global business consulting firms, founded in 1973 on the principle that consultants must measure their success in terms of their clients’ financial results. For more information, visit
Jordan Karp. President, RxCrossroads, Louisville, Ky.; RxCrossroads provides patient-focused integrated reimbursement and pharmacy services designed to meet the specialty marketing and distribution needs of the pharmaceutical, biotechnology and medical-device industries. For more information, visit
Ethan Leder. CEO, USBC, Washington, D.C.; USBC is a pharmaceutical services and
specialty distribution company. For more information, visit
Colin MacGillivray. Director, Life-Sciences Practice, Inforte, Chicago; Inforte is a customer and demand management consultancy that helps clients improve customer interactions, revenue forecasting, and profitability. For more information, visit
Dr. Tan Miller. Director, Logistics for U.S. distribution, and team leader for consumer distribution operations, Pfizer Inc., Morris Plains, N.J.; Pfizer, with headquarters in New York, discovers, develops, manufactures, and markets leading prescription medicines for humans and animals and many of the world’s best-known consumer brands. For more information, visit
Sean O’Neill. Principal, St. Onge Co., York, Pa.; St. Onge is an accomplished engineering firm with experience in the design and project management of lean manufacturing facilities and high-performance distribution centers around the world with services that include logistics/supply chain strategy development, simulation, and network optimization. For more information, visit
Glynn Perry. VP, Life Sciences, Manugistics Group Inc., Rockville, Md.; Manugistics helps companies lower operating costs, improve customer service, and maximize revenue through a broad set of solutions tailored to the ethical drug cycle. For more information, visit
Jim Prendergast. Partner, pharmaceuticals and life-sciences practice, IBM Business Consulting Services, Philadelphia; IBM Business Consulting Services manages initiatives — from strategic thinking to implementation. For more information, visit
Doug Souza. VP, Process Manufacturing and Configuator Development, Oracle Corp., Redwood Shores, Calif.; Oracle is one of the world’s largest enterprise software companies. For more information, visit
Urch Publishing Ltd. London; Urch Publishing provides essential business intelligence and information for management in biotechnology, pharmaceuticals, and chemicals companies and associated businesses on a worldwide basis. For more information, visit
Peter Westermann. Senior VP, Business Development, UPS Supply Chain Solutions, Alpharetta, Ga.; UPS and its subsidiaries
provide an extensive offering of innovative transportation and freight, logistics, and international trade services for the
movement of goods, information, and funds. For more information, visit
Marcus Yoder. Director Life-Sciences Industry, Agile Software Corp., San Jose, Calif.; Agile provides product lifecycle management solutions used by companies to build better, more profitable products faster. For more information, visit